Description
SUITABLE FOR:
Senior Managers, Managers and Supervisors from all disciplines, it is particularly suitable for those in marketing, sales, purchasing, banking and finance.
OBJECTIVES:
By the end of the course, delegates will have:-
- Examined the key principles underlying the negotiation process
- Practised and developed those techniques in negotiating with customers, suppliers and staff
- Sharpened the skills involved in managing and/or participating in team negotiations.
SUMMARY:
In today’s increasingly competitive environment, managers and supervisors at every level are likely to become ever more involved in a wide range of negotiations. Whether negotiating internally for scarce resources, or externally in a highly competitive market place, buyers and sellers alike must develop the skills that enable them to achieve wise and really effective agreements.The topics covered include:
Day One
- What is ‘Negotiation’?
- Skills and qualities of an effective negotiator
- Negotiating styles
- Influencing styles
- Principles of negotiation
- Key concepts in negotiation
- Preparing an effective negotiating strategy
Day Two
- Trade concessions
- Identifying the variables and building a power base.
- Signaling – the importance of words, phrases and gestures
- Adopting a win / approach
- Exercise
- Recognizing and employing the relevant tactics at each stage
- Sharpening questioning and listening skills
- Trade concessions
- Planning and Preparation
Day Three
- How to communicate effectively in negotiation
- Verbal and non verbal communication
- Questioning skills in negotiation
- Listening skills
- Negotiation Styles
- Retaining Logic
- Strategy and Tactics
- Power and perceived power
- Exercise
Day Four
- Personal analysis
- Managing conflict and communicating with different styles
- Successful behaviours in negotiations
- Signaling positive behaviour
- Questioning techniques
- Gaining control through questions
Day Five
- Negotiation counter tactics
- Linking concessions
- Conditional responses
- Building rapport
- Using your body language effectively
- Gaining control through non-verbal behaviour
