Negotiate the Right Results

Course Overview

Negotiate the Right Results

Learn the stages of negotiation and the skills required to achieve desired results.

Course Content

Delegates will understand the skills needed for powerful and effective negotiation on both an individual level and in teams. They will be able to identify and develop strategies, explore bargaining skills and learn how to structure a negotiation, using techniques intended to achieve the best possible results.

Module One - Introducing Negotiation:

• The four rules of negotiation
• The point of balance
• Negotiation strategies:

Broad front

Deep penetration

• Different types of negotiation: 

Positional

Principled

Situational

• The key skills of an effective negotiator

Module Two - The Stages of Negotiation:

• Preparation and objectives
• Establishing the climate
• Exploration
• Bidding
• Bargaining
• Settling and ratifying

Module Three - Behavioural Influencers:

• Barriers to achieving a successful outcome
• Rapport and body language
• Verbal and non-verbal communication
• The art of listening

Module Four - Negotiation Skills:

• Probing questioning
• Techniques used in the questioning process
• Listening, responding and body language
• Compelling suggestions and proposals
• Testing offers and gaining agreement
• Behavioural responses to negotiation
• Individual and team negotiation

Module Five - Outcomes and The Right Result:

• Using acceptance time strategically
• The principles of negotiation
• Key tactics of negotiation