We all negotiate regularly, even though we might not always realise it. Understanding the issues and having a strategy is essential to a successful negotiation.
This 1 day course is designed to enhance the skills of all parties required to conduct or participate in a negotiation.
By the end of this course you will understand:
How to recognise the preconditions for a successful negotiation.
How to assess the strengths and weaknesses of the different styles of negotiation.
How to prepare for an effective negotiation.
Negotiation from the perspective of the other party.
How to make appropriate use of concessions and offers.
Deflect pressure and understand tactics used during a negotiation.
Break deadlock in a negotiation.
By attending this course you will explore different negotiating models, and assess which will be most suitable in a given circumstance. In particular, you will learn the strengths and weakness of positional, principled and co-operative negotiation. Delegates will learn how to plan and prepare for an effective negotiation by assessing the respective merits of an issue, and prioritising major points over matters which can be conceded. Delegates will have the opportunity to calculate a BATNA (Best Alternative to a Negotiated Agreement) and WATNA (Worst Alternative to a Negotiated Agreement).
The importance of the considering perspective of each party will be explored, and techniques to diffuse tension, whilst at the same time progressing the discussion by persuasive means will be practiced. Delegates will learn how to use concessions tactically, and they will consider strategies to employ when conversations become deadlocked and stall. There will be practice of a negotiation as part of role-play exercises, allowing staff to use or observe different styles and tactics. The skills and knowledge which will be imparted to delegates following this training will enhance their confidence when it comes to conducting negotiations and will enable them to tailor their approach effectively.
This competency-based course is practical and through role-play delegates will learn how to conduct a negotiation or mediation and how to participate more effectively in a negotiation or mediation. It includes:
Delegate Pre-Course Preparation: None
Specific Course Materials for Exercises, Case Studies: we will work with your organisation to produce tailored scenarios to be used during the course.
We work with a wide panel of specialist trainers, all chosen based on their experience and knowledge, experience both in practice and as trained trainers. The majority of our trainers are experienced...Read Bio