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Category

Business Skills

Course type

Personal Development

Cost per individual

£495 +VAT
Public course

Cost per course

£1990 +VAT
Client site, max 10 individuals

Duration

2 Days

Full/Part time

Part Time

Provider

ITS SmartStyle Training

Dates and Locations

Contact us for the latest course dates.

Book course

This course is intended 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:

This 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.

Download Outline (PDF)

Module One - Introducing Negotiation
  • The 4 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 & Objectives
  • Establishing the Climate
  • Exploration
  • Bidding
  • Bargaining
  • Settling & Ratifying
Module Three - Behavioural Influencers
  • Barriers to Achieving a Successful Outcome
  • Rapport & Body Language
  • Verbal & Non-verbal Communication
  • The Art of Listening
Module Four - Negotiation Skills
  • Probing Questioning
  • Techniques Used in the Questioning Process
  • Listening, Responding & Body Language
  • Compelling Suggestions & Proposals
  • Testing Offers & Gaining Agreement
  • Behavioural Responses to Negotiation
  • Individual & Team Negotiation
Module Five - Outcomes & The Right Result
  • Using Acceptance Time Strategically
  • The Principles of Negotiation
  • Key Tactics of Negotiation

Enquire about a course

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