Advanced Negotiation Skills

Difficult people and situations can be managed
This course provides delegates with the support and guidance on how to employ practical skills to conduct win-win negotiations at a senior level.

What you will learn
Delegates will learn how to negotiate in a traditional setting of a commercial “deal” as well as that of contract negotiation and service level agreements. Throughout the day practical exercises ensure that delegates are able to practice these skills in a safe environment.

Delegates will explore strategies for dealing with “stand-offs” and explore how their own personal style and attributes can be applied effectively and successfully to the negotiation process.

Target audience
It is designed for managers who need to negotiate at senior levels. Those involved in contract and service level agreements.

Overview
This course will provide delegates with a detailed understanding of the 4 steps of negotiating and also the skills and techniques that will lead to a successful negotiation. Exercises are used to practice and improve each step.

Objectives

· To understand the importance of non-verbal communication

· To plan and set objectives

· To undertake research for assessing positions and options

· To develop techniques to establish a positive negotiating environment

· To identify the best alternative to a negotiated agreement (BATNA)

· To develop the skills and techniques required in assessing risk and implementation of contingency planning

· How to bid, bargain and close the deal

· To manage the emotional and behavioural dimensions of negotiation