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Advanced Negotiation Skills

in Phoenix Training (England)

Classes Workshop

Place:

London

Price:

£1,850 + VAT Special offers 

Duration:

1 Day

Start:

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Course objectives:

This module is based around assisting delegates to develop the confidence, self-awareness and ability to plan effectively for formal and informal negotiations, keep control in the negotiation, identify others’ negotiating styles, adapt their approach appropriately and develop strategies for a win-win outcome. The course explores both formal and informal negotiations in the workplace.

Phoenix Training

Specialists in Sales, Management, Communication & Team Development, Phoenix have over twenty key consultants, encompassing a broad spectrum of backgrounds, skills and experience. Their expertise, comb...

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Course details

Type Workshop Duration 1 Day
Method / place Contact course provider Inhouse / Classes in London where
Suitability Suitable for: negotiators with experience and some previous training, who wish to take their skills to an advanced level, enhance their understanding of all the factors typically at play in even the most complex negotiations, and gain deeper skills to get the most out of every situation with integrity.
Course objectives This module is based around assisting delegates to develop the confidence, self-awareness and ability to plan effectively for formal and informal negotiations, keep control in the negotiation, identify others’ negotiating styles, adapt their approach appropriately and develop strategies for a win-win outcome. The course explores both formal and informal negotiations in the workplace.
Price £1,850 + VAT
Get direct information on how to enrol, venues and availability...

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Course programme

Advanced Negotiation Skills
Advanced Negotiation Skills

Course Objective:
the ability to negotiate is a core skill, which impacts on both our personal and professional lives.
 
This module is based around assisting delegates to develop the confidence, self-awareness and ability to plan effectively for formal and informal negotiations, keep control in the negotiation, identify others’ negotiating styles, adapt their approach appropriately and develop strategies for a win-win outcome.  The course explores both formal and informal negotiations in the workplace.
 
By the end of the programme participants will be able to:
  • Differentiate between win-win and win-lose negotiation  
  • Understand the benefits of a win-win negotiation  
  • Recognise others’ negotiating styles and the motivations behind them  
  • Use a simple process to plan for win-win negotiation, both formal and informal.  
  • Create the circumstances that will maximise the possibility of a win-win outcome  
  • Use a simple set of principles to guide their negotiation
  • Recognise how communication styles can influence the negotiation.
  • Identify communication skills and styles which promote a win-win negotiation
  • Recognise “dirty tricks” and how to deal with them.
  • Adopt tactics for avoiding and dealing with (non-physical) conflict situations in a win-lose context.
  • Use a five-step process to turn win-lose confrontation into a win-win outcome.
    Course Elements

    - What is win-win negotiation?
    - The crucial difference between interests and positions 
    - The win-win negotiation process 
    - Communication skills for constructive negotiations: 
  • Empathy  
  • Questioning  
  • Listening  
  • Congruence  
  • Buying signals  
  • Managing emotion  
  • Assertiveness  
  • Transactional Analysis

    - Motivation and its relationship to interests:   
  • Maslow’s Hierarchy of Needs  
  • Herzberg’s Hygiene Factors  
  • McClelland Model 

    - “Standard” win-lose approach and how to address this in others 
    - Dirty tricks and how to recognise them 
    - Five steps to turn win-lose into win-win 
    - Exercises, case studies and role-play practice sessions throughout.  
     
     Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the time frame you decide.
     
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    Venues and dates



    Where London, The Leathermarket, Weston Street
    When Start: Ask the course provider
     
    Where London, The Leathermarket, Weston Street
    When Start: Ask the course provider
     
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    On Phoenix Training

    Provider description
    Specialists in Sales, Management, Communication & Team Development, Phoenix have over twenty key consultants, encompassing a broad spectrum of backgrounds, skills and experience. Their expertise, combined with our own dedication to delivering bespoke training has allowed us to work in many different industries; current clients include HSBC, Transport for London, Informa, Deloitte, Experian Marketing Services and Swinton Colonnade. Since our launch in 1995, Phoenix Training and Development have successfully designed and delivered training courses and development programmes for over 10,000 participants.
    Advantages of studying with Phoenix Training
    • Unparalleled personal service, combined with a range of resources which enables us to be greatly flexible in meeting your needs. • Solution-centred training and coaching. We place great importance on training in small groups, and on interactive methods making extensive use of practical exercises and role-plays. • A recognition of the ongoing nature of development. We have considerable experience of building progressive programmes, in which skills are built from one training event to the next. • An emphasis on excellent communication with clients. This includes both written and verbal reporting to managers and delegates alike, plus unlimited support beyond each training day. • Genuine training partnerships. Our most successful relationships are built on Phoenix developing a role with the company which enables you to use us for providing tailored training interventions from an involved and informed perspective.
    Course provider history
    Established since 1995 - 13 years of delivering flexible, interactive and results based training
    Specialises in
    Sales, Management, Team & Communication Specialists – 90% of what we have delivered so far this year has centred around these four disciplines

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