Effective Negotiation Skills
| Course Code: | 2030 |
|
| Dates: | On a date of your choice |
| Venue: | TBA |
| Course Fees: | Available on application |
| CPD Credits: | 6 hrs |
Also available to be run in-house, to discuss your requirements contact us on 01327 858292
or e-mail info@ctp.uk.com
Course Outline
Negotiation skills are important, not only in sales, but also in any management environment, and whenever there is more than one set of interests to take into account. Successful negotiation requires a game plan – a clear objective and a strategy for achieving it in harmony with the others affected by it. This course will focus on what it takes to achieve a win-win outcome, and ignite the interest of those who may be indifferent or opposed at first. Participants will learn how to ask ‘conditioning’ questions and listen constructively. There will be role play and feedback, and the benefits will apply in day-to-day situations as well as at work.
Who should attend?
For all managers and directors and those responsible for negotiating terms and arrangements with clients, suppliers, staff and colleagues.
How delegates will benefit
 At the end of this day workshop you will be able to:
Identify the key elements of effective influence and persuasion
Ascertain the needs of others with effective questioning and active listening techniques
Utilise different influencing styles and adapt your behaviour accordingly
Prepare for a win-win outcome
Present your case succinctly and with impact
Understand how to feel the pulse of the negotiation
Training Approach
Participants will learn by active participation during the seminar through the use of the training materials, seminar manual, group exercises, and practice. Numbers should be limited, so that every delegate may receive personal attention. This is a big subject and much to be covered in a single day, so the pace will be fast, and the focus practical rather than theoretical.
Your Tutor
See the Profiles of our Management Development Tutors
Programme Outline
| Session |
Content |
| Background |
- Assumptions and preconceptions
- Negotiating stereotypes
|
| Persuasion |
- Persuasion styles
- Push v. pull
- Behavioural implications of both
- Process of persuasion
- Knowing when to stop
|
| Preparation |
- How to prepare
- Target setting
- Creating the right environment
|
| Essentials |
- Critical elements in negotiating
- Recognising authority limits
- Dealing with high-low positioning
|
| Communication techniques |
- Effective two-way communication
- Non-verbal signals
- Building rapport
- What NOT to say in negotiating
|
| Feeling the pulse |
- Active listening
- Silence as a negotiating tool
- Tilting the power balance in your favour
|
| Human elements |
- Person-to-person, not position-to-position
- Handling emotional issues
- Building trust
- Keeping cool
|
| At the coal face |
- Getting past ‘no’
- Incremental agreement
- Dealing with cultural influences
|
| Win-win |
- Creating options that bring value to both
- Saving face
- Maintaining ethics
|
| Towards the end |
- Bidding and bargaining
- Closing the deal
- Follow-up
|
Money Back Guarantee
Corporate Training Partnerships offer a unique money back guarantee on all training courses.
We guarantee our training workshops or your money back. If you are attending a CTP event and are not satisfied by lunchtime of the first day, simply turn in your training materials and you will receive a full refund.
Attend one of our courses; then implement and use the strategies that you will learn and if you do not see measurable, tangible results in your performance then we do not deserve to keep your money - we will give you a full refund
Booking
If you are interested in booking this course, or if you have any questions, please call call us on 01327 858307.
|