Advanced Negotiation Skills

Course Overview

Through the use of classroom and syndicate areas a series of role-plays are used to practice negotiation technique, analyse performance and build self-confidence.

As part of the course, the negotiation role-plays are video-recorded (these recordings are deleted at the end of each course) to allow delegates to critique their own performance and identify areas for personal development.

What you will learn

At the conclusion of the advanced negotiation training course each delegate will be able to:

• Identify the main elements of the negotiation process
  
• Select the most appropriate strategy
  
• Understand the importance of thorough preparation
  
• Make tough, credible, logical opening statements
  
• Select the most appropriate tactics to use when bargaining
  
• Use body language to influence the power balance
  
• Recognise a deal is close
  
• Understand reasons why negotiations go well
  
• Understand reasons why negotiations go badly

Course Content

The Advanced Negotiation Skills Training Course covers the following topics:-

• Introduction to Practical Negotiation
  
• Critical factors in a negotiation
  
• The four stages of a negotiation (A detailed review)
  • Preparation
  • Opening
  • Bargaining
  • Closing
    
• Negotiation Strategy
  
• Different styles and the effective use of personality
  
• Managing the Power Balance
  
• The Pros and Cons of Negotiation Tactics
  
• Dealing with last minute tactics
  
• Handling ‘politically’ sensitive issues

Practical role-plays are used to practice the negotiation skills and tactics taught in the first part of the course. Typically this part of the course will involve exercises to negotiate: -

• The unit cost of a high value component,
  
• The purchase of a piece of capital equipment
  
• The setting up of a service contract
  
• Plus a mystery role-plays where negotiation technique will be exercised to the maximum.

Courses are limited to a maximum of twelve delegates.

This is a non-residential training course.

Prices are correct at the time of publishing, but may be varied in line with market conditions from time to time.