Advanced Negotiation Skills

Phoenix Training and Development

Course

Inhouse

£ 1,850 + VAT

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Description

  • Type

    Workshop

  • Methodology

    Inhouse

  • Duration

    1 Day

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. Suitable for: 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.

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Course programme

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.

    • Additional information

    Payment options: 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.

    See related categories

    Advanced Negotiation Skills

    £ 1,850 + VAT

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