By the end of this programme, participants will:
- Have a deep understanding of the key analysis of the negotiation process and how to influence others to get more of what you need and want
- Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation
- Be able to effectively analyse, plan and prepare for every negotiation
- Understand the benefits of controlling and reading body language when influencing others
- Have become a more effective and confident negotiator
- Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis
Day 1
Introduction to Negotiation – The Starting Point for Improvement
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- Thinking Outside-the-Box
- Positivity & Negativity and Its Affect on Negotiation
- Applying a Positive Attitude to the Negotiation Process
- Proposal Format – simple, focused & logical
- Placing Yourself Above the Competition with Your Proposal
- The Psychology of Negotiation – Knowing your Opponents Driving Force
- The Feel-Good Factor
- Questioning & Listening Techniques
Day 2
Understanding Behavioural Style to Negotiate Better
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- Knowing and Understanding your own Behavioural Style – Keys to how you negotiate
- Negotiation Style Assessment
- Approaches to Negotiation
- The ‘Win-Win’ and Why it is misunderstood
- The Two Distinct Approaches to Negotiation
- Communication Style and the Negotiation Process
- Adapting to Different Communication Styles
- Negotiation and Ethics
Day 3
Developing a Strategic Approach to Negotiation
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- A Strategic Approach to Negotiation – Distributive negotiation strategies
- BATNA, Zone of Possible Agreement
- Openings, Anchors, Offers and Counter Offers
- A Strategic Approach to Negotiation – Integrative Negotiation Strategies
- Sharing Information, Diagnostic Questions & Unbundling Issues
- Package Deals, Multiple Offers and Post-settlement Settlements
- Knowing and Maintaining your Sources of Negotiation Power
- Sales Negotiation Behaviour – A Practical Approach
Day 4
Interests, Planning and Understanding Body Language
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- Wants and Needs – The importance of identifying needs
- Emotional Intelligence and its Role in Negotiation
- The Importance of Body Language and Non-verbal Behaviour
- What is Body Language and how do we accurately read it?
- Understanding Thoughts from Body Language
- How to use your own Body Language to negotiate more effectively?
- Resolving Disputes – learning to mediate to create better deals
- Techniques of the Mediator – practical mediation skills to help resolve disputes
Day 5
Negotiating with Different Nationalities and Cultures
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- Face to Face Negotiation – dealing with different cultures
- British & American
- Japanese & Chinese
- French & German
- Advice for Cross Cultural Negotiators
- International Team Negotiation Exercise
- Putting Negotiation Techniques into Practice – putting a deal together
- Summary Session and Questions
