giving people the skills to succeed  
search our website
Courses > Business Skills Courses > Negotiating the Right Result
 
   
 
Use Your Influence - Negotiate the Right Result
 
Target Audience:  

This course is suitable  for  anyone involved in negotiation as part of their role who needs to develop their  skills  in  persuasion  and  influencing to achieve the optimum outcome or result.

  
   
Objectives:  

The course explores the skills needed for powerful and effective negotiation on both an individual level and in teams.  You will identify and develop strategies, explore bargaining skills and learn how to structure a negotiation, using techniques intended to achieve the best possible results.

  
   
 
       
     
  Duration: 2 Days
  Cost: £450 + VAT
     
 
  Course Date Location
  15/03/2012 Liverpool
  17/05/2012 Bradford
  21/06/2012 Liverpool
  17/08/2012 Bradford
  29/10/2012 Liverpool
 

Module One - Introducing Negotiation

  • The 4 Rules of Negotiation

  • The Point of Balance

  • Different Types of Negotiation

    • Procurement/Purchasing
    • Sales
    • Operational

  • The Key Skills of an Effective Negotiator
 

Module Two - The Negotiation Framework

  • The Stages of Negotiation

    • Preparation & Objectives
    • Establishing the Climate
    • Exploration
    • Bidding
    • Bargaining
    • Agreeing Potential Trade Offs

  • Settling a Negotiation
 

Module Three - Behavioural Influencers

  • Barriers to Achieving a Successful Outcome

  • Rapport & Body Language

  • Verbal & Non-Verbal Communication
 
   
 

Module Four - Negotiation Skills

  • Probing Questioning

  • Techniques Used in the Questioning Process

  • Listening, Reflecting & Responding

  • Compelling Suggestions & Proposals

  • Using Reasoning, Facts & Logic

  • Testing Offers & Agreeing Differences

  • Behavioural Responses to Negotiation
 

Module Five - Outcomes & The Right Result

  • Using Acceptance Time Strategically

  • The Principles of Negotiation

  • Key Tactics of Negotiation