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 0203 170 5779 or e-mail info@ctp.uk.com

Effective Negotiation Skills Course Outline

Efective 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?

If you're a manager, director or responsible for negotiating terms and arrangements with clients, suppliers, staff and colleagues, then thsi course is for you.

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

You 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 everyone can 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

Also available to be run in-house, to book or discuss your requirements contact us now on

0203 170 5779 or e-mail info@ctp.uk.com

Corporate Training Partnerships - Practical support: Dynamic delivery

Booking

If you are interested in booking this course, or if you have any questions, please call call us on 01327 858307.

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Corporate Training Partnerships Ltd, London Office: 60 Lombard Street, London, EC3V 9EA. Tel: 0203 1705779
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