Advanced Negotiation for Non-Sales Professionals

Course Overview

Negotiating and influencing are critical elements of any person's skill set to achieve success in the modern organisation. From competing for scarce internal resource and influencing team members or colleagues through to securing 'win-win' outcomes with suppliers and stakeholders, we are all required to utilise more sophisticated interpersonal skills and approaches.

This two day negotiating skills programme develops confidence, and provides a broader perspective of the negotiating arena in often difficult and sensitive situations. Participants practise new techniques and tactics in a range of circumstances.

Audience

Non-sales professionals, specialists, functional and operational managers/team leaders who need to significantly influence and change peoples' opinions or viewpoints.

Skills Gained

By the end of the course participants will be able to:

• define and apply an appropriate system and model for negotiation planning across a range of different business situations
• measure the effectiveness of their negotiations on an objective basis using the Cegos influence metric, a diagnostic tool which focuses on continual improvement in influence situations
• define the key elements of 'win-win' relationships and negotiations

Course Outline

The context for negotiating and influencing in the modern organisation

• globalisation and the search for VALUE
• shorter supply lines/faster routes to market
• flatter organisation structures
• the war for talent and resource

Exploring negotiating styles

• preferences driven by who and what we are
• styles versus situation
• accommodating others' styles/preferences

Planning for negotiation situations

• using objective criteria - negotiation currency
• defining our value to the other party
• planning template
• objective setting and fallback limits

Conducting the negotiation

• defining the tradable elements
• giving and receiving concessions
• clarifying interests and positions
• summarising progress
• introducing creative elements

Building rapport and coping with different communication styles

• different strengths and different perceptions
• negotiating under pressure
• handling conflict, manipulation, strong emotions
• creating new options for mutual gain

Advanced Negotiation for Non-Sales Professionals / IE11