Negotiation Skills (Advanced) (3 day)

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Course Overview

Most organisations face the challenges of increasing competition, buyer/seller power and the need to improve profitability. This course demonstrates how to negotiate to manage these challenges effectively whilst developing sound relationships.

The programme gives experienced negotiators the opportunity to hone their skills and provides negotiating strategies and tactics in order to achieve better results from different negotiation situations.

Benefits for your organisation:

This course has been developed to support those who hold formal or informal negotiations with your customers, suppliers or channel partners. Enhanced negotiation skills can unlock maximum competitive advantage, enhance relationships and drive profitable growth.

Benefits for you as an individual:

Many practitioners can find themselves in negotiation situations by default, not having had formal training and development to support their positions. This course will demonstrate the different types of negotiation, the appropriate style and strategy to use, how to effectively plan and achieve mutual gain, and above all, how to build confidence and credibility.

Audience

Everyone who has authority and responsibility for negotiating on behalf of their organisation in order to advance business and relationships on the basis of achieving mutual satisfaction. Delegates should have at least five years experience in negotiation situations.

Skills Gained

You will learn how to:

• Recognise the different types of negotiations
• Recognise your personal negotiating style and preferences
• Use the wide range of personal skills and attributes required to negotiate effectively and learn how to develop and enhance these
• Prepare appropriate negotiation strategies, implementing and adapting them as appropriate
• Use a structured approach to the negotiation process
• Deal with relationship issues, including considering each party's perception; seeking to make negotiation proposals consistent with the other party's interests; making emotions explicit and legitimate
• Manage and resolve conflict
• Recognise power - its effect and importance in the understanding of negotiation and relationships (or common ground)
• Achieve best results from challenging and complex negotiation situations

Course Outline

• The different types of negotiation and the implications
• Understanding negotiating styles
• Preparing in detail
• Understanding the needs and interest of all parties
• Getting better and more equitable agreements
• Making agreements that deliver more value
• Moving negotiations from claiming value to creating value
• Avoiding leaving value on the table
• Turning challenging relationships into rewarding relationships
• Countering negotiation tactics
• Using proven, best practice negotiation tools
• Using a collaborative approach to negotiation

To take away from the course:

Delegates will be given negotiation planning tools, templates and guidelines on how to develop their own company-specific versions.

Negotiation Skills (Advanced) (3 day) / PD-NSA-3