Advanced Negotiation Skills for Senior Managers

Who is it for
This course is ideal for managers who need to negotiate at a senior level. It is also very popular with those involved in service level agreements or contract negotiations


What is it about
· A toolkit offering a range of options for bargaining and closing the deal
· Skills to assess risk and implement contingency in event of non-agreement
· Techniques to establish a positive negotiating environment
· An understanding of the non-verbal elements of negotiation
· The ability to manage the emotional and behavioural dimension of negotiation





What will i get out of it
This course teaches you how to keep a cool head in the planning, delivery and closing of a negotiation. You will learn how to assess and manage risks should agreement fail, read the non-verbal signals being given out, manage the emotional and behavioural elements, make your bid assertively and secure the desired outcome


Course overview
· Research techniques for assessing position and options
· Objective setting
· Identifying the best alternative to a negotiated agreement (BATNA)
· Bid preparation and understanding the counterpartÂ's likely position
· Controlling and understanding non-verbal communication
· Cultural differences and their impact on the negotiating process
· Contracts and Service Level Agreements
· Identifying trading currencies and how to use them
· Bid, bargain and close the deal
· Develop contracts