Negotiation Skills

Negotiation Skills Course Outline:

Negotiating or not negotiating? - Developing a common understanding of the term, by dispelling frequent misconceptions.

Key negotiation skills - Identifying key skills used by effective negotiators by participating in a group negotiation and reviewing the process.

Five-stage negotiation model - Understanding the sales negotiation process - the aims of each stage and what they involve.

Process and skills framework – Identifying the skills and key helps and hindrances within the five-stage model.

Preparing to negotiate - Understanding the importance of preparation and devising personal preparation checklists.

Benefits analysis - Understanding how effective negotiating and selling involves helping to meet both sides’ objectives. Identifying the benefits of the proposal to the other party, rather than the features of the proposal itself. 

Interpersonal behaviours - Enables participants to recognise and understand verbal and non-verbal indicators of intent and progress and examines how such indicators can be used to good effect.

Influencing strategies - Identifying a range of strategies to positively influence others in negotiation. Devising a strategy checklist for use in the planning phase of future negotiations.

Closing negotiations – Learning to close negotiations effectively and at the right time.

Personal Development Planning - Identifying continuing personal development needs and extending learning into the workplace through a detailed action plan.

Feedback

" Very interesting and well presented - Consideration of negotiation techniques will be taken into account in future"

“All of course was useful especially identifying the stages in negotiation, resolving difficult situations and the practice session at the end.”

“The best course I’ve been on by a long way!”· 

“Very good session and excellent workbook.”