Business Skills
Negotiation Skills
Overview
Through this workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating. The Negotiation Skills workshop will give your participants a sense of understanding their opponent and have the confidence to not settle for less than they feel is fair. Your participants will learn that an atmosphere of respect is essential, as uneven negations could lead to problems in the future
Who Should Attend
• managers, team leaders and supervisors
• sales and account managers
• project or change managers
Benefits of Completing This Course
• Provide structure to increase confidence
• Provides strategies to create win/win outcomes
for the management of ongoing relationships
• Minimises friction between people in long term
business relationships
Inclusions
- Training Manual with step-by-step instructions
- Practice files relevant to the training material
- Training Completed files - you are free to take away any completed files for review
- Unlimited online support, as training doesn't stop when you walk out our door
Learning Outcomes
• Learn the importance and benefits of negotiation
• Identify the phases and tasks in negotiating
• Effectively utilise tools and techniques to enable
effective planning, delivery and review of
negotiating situations.
• Improve productivity via developing an appropriate
negotiating style.
• Use strategies to overcome negotiating barriers and
pitfalls by understanding desired outcomes.
Topics Covered
Understanding Negotiation
● Defining negotiation
● Types of negotiation
● Your negotiating style
● Creating a negotiation framework
● Key skills for a successful negotiation
● Three phases of negotiation
Negotiating Essentials
● Setting your negotiating goals
● Communicating during a negotiation
● Questions in a negotiation
● Know your hot buttons
● Figure you WAP and BATNA to a Negotiated Agreement
● Options for Mutual Gain - Brainstorming - Broaden your options - Look through the eyes of experts
● Fears and Implications
● Negotiating Styles
Phase 1: Preparation
● Setting goals
● Conquering your fear
● Establishing your WATNA and BATNA
● Identifying your WAP
● Identifying your ZOPA
● Personal preparation
● Attitude
● Planning your strategy
● Lay the ground rules
● Set the time and place
● Establish common ground
Phase 2: Exchanging Information
● Getting off on the right foot
● What to share
● What to keep to yourself
Phase 3: Bargaining
● Positional bargaining
● Problem, People, Interests/Position
● Identifying interests
● Substance and relationships
● Develop objective criteria
● Develop fair standards and procedures
● Reasoning
● Strategies for dealing with an impasse
● Changing behavioural patterns
Phase 4: Closing
● Reaching consensus
● Building an agreement
● Setting terms of the agreement
Dealing with Challenges
● Be prepared for environmental tactics
● Dealing with personal attack
● Controlling emotions
● Using questions successfully
● Silence
● Deciding when to walk away
Negotiating through Technology
● Negotiating via telephone
● Negotiating via email
● Negotiating on behalf of someone else
● Choosing a Negotiating team
● Covering all bases
Live online - learn by doing.
Our Live Online courses are conducted through a dedicated learning platform that enables us to provide instructor-led, hands-on training to develop real skills, in real time. Each participant logs into their own virtual environment set up specifically for the course. This is a fully interactive experience - just like in a classroom. No passive lectures, no videos to follow - real-time, hands-on practice with your instructor guiding you every step.
Instructor
- Provides real-time, live hands-on instruction and demonstration
- Provides step-by-step practical activities for participants
- Can assist participants on their screen, if necessary
- Can share participant screens to enhance discussion
Participants
- Receive hands-on instruction, step-by-step exercises and skill-builder activities
- See the instructor's screen while working in their own environment
- Can interact with the instructor and the group of participants
- Can ask questions at any time
- Join the course from any location with internet, using a course invitation
- No need for any software - just a computer with internet and a browser
- No downloads or installs necessary on the participant's computer
Inclusions
- E-Book Training Manual / activity booklet provided
- Certificate of Completion
- Post-course support to the level of the course
- Access to any training exercises used during the session
Session Times
- Full Day Course: 9:00am - 4:30pm
- Half Day Course: 9:00am - 12:30pm or 1:30pm - 5:00pm
Private sessions are booked exclusively for your team and can be facilitated as Live Online group training, or in a Classroom / Face-to-Face setting at your workplace or another organised location. Content and duration can be tailored to your needs - contact our Course Scheduling team to discuss your requirements.
Classroom / Face-to-Face
Classroom sessions are delivered at a nominated location, available for Private courses only.
Requirements (if training is delivered at your site)
- No individual computers are required for participants - this course is discussion, activity and workbook-based
- The instructor will bring their own laptop - please provide power
- A screen or projector for the trainer to connect their laptop to (please indicate the connection method - HDMI or Wi-Fi)
Inclusions
- Training Manual / activity booklet
- Certificate of Completion
- Post-course support for queries relating to the course content
Get in touch with our Course Scheduling team to arrange a private session or confirm delivery options for a specific date.