Negotiation Skills (Advanced) (2 day)

Course Overview

Whether negotiating with suppliers, clients, colleagues in other departments, or trade unions, some negotiations are more difficult and more crucial than others. this course is aimed at the more experienced negotiators who deal with complex situations, and who want to develop their skills and their style to achieve win/win solutions more often.

Audience

Any experienced negotiator facing a complex, risky or unfamiliar negotiating situation. This may involve negotiations with suppliers/clients, trade unions or with other colleagues about change or projects/resources.

Skills Gained

By the end of this course you will be able to:

• prepare effectively for complex, challenging negotiating situations
• cope more effectively with difficult people
• adapt your style depending on the situation
• maintain progress through the phases of the negotiation, even under pressure
• develop your skills at handling conflict
• recognise when and how to make concessions
• work more productively as part of a negotiating team

Course Outline

Course overview and objectives

• a forthcoming negotiation
• the three processes you need to get right

Who am I negotiating with?

• types of negotiators and how to work with each type
• authority levels and decision-making, background culture

My style, my skills and my energy

• the skills and attitudes of the effective negotiator
• my own areas of strength, and areas I need to work on
• building an effective negotiating team

Developing a strategy

• research and preparation
• aims, goals, plans and tactics

The phases of a negotiation

• before entering the arena
• the handshake - getting the opening right
• using summaries, timeouts and signposts

DAY 2

Predictable tactics used by tough negotiators

• developing counter-measures
• ten tips which will always help

• Dealing with difficult people

• what makes some people so difficult to deal with?
• typical difficult behaviours and how to handle yourself
• gaining respect

Managing conflict

• productive conflict, dealing with aggression

About concessions

• are you in the zone of potential agreement?
• trading not conceding - 'If you . . . then I . . .'
• what is your BATNA? What is theirs?

Bringing it to a conclusion

• building common ground
• summarising carefully
• 'walk away is better than a bad deal'

Action planning

Follow On Courses

Leading a Project Team Successful Business Planning

Negotiation Skills (Advanced) (2 day) / PD-NSA-2