Business Negotiation Skills Best Practice Workshop

The Negotiation Academy

Training

In Henley-On-Thames

£ 750 + VAT

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Description

  • Type

    Training

  • Location

    Henley-on-thames

  • Duration

    1 Day

This course instils delegates with the 3 Dimensional view of negotiation required to excel in the world of business. Delegates leave the course with the ability to avoid the pitfalls & setbacks associated with bad or flawed agreements & relationships. Delegates will learn how their preferences, competencies & behaviours directly influence their negotiated outcomes. Suitable for: This course is aimed at a general audience. It will empower those with a beginner to intermediate level of negotiation experience across all industries.

Facilities

Location

Start date

Henley-On-Thames (Oxfordshire)
See map
Greenlands, Henley-On-Thames, Oxfordshire, Rg9 3au, England, RG9 3AU

Start date

On request

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Course programme

Course Outcomes

After attending this course you will:

  • Have a detailed understanding of your strengths & weaknesses in the context of commercial negotiations – preventing your counterparty from taking advantage of them in negotiations.
  • Be able to implement the most appropriate negotiation strategy for every single deal.
  • Be able to focus negotiation on interests rather than positions – creating a platform for sustainable and mutually satisfactory relationships.
  • Be able to use different negotiation tactics and techniques – which will enhance your deal making ability when negotiating from a position of weakness and against manipulative counterparties.
  • Prepare effectively for both complex and simple negotiations – by analysing relationship and task related objectives and activities.
  • Know how to prepare for and engage in cross cultural business negotiations.
  • More effectively manage negotiation obstacles like: impasses and deadlocks, difficult counterparties etc.

    Course Agenda

    Day One

  • Welcome and Introductions
  • Understanding my negotiation preferences and the impact on my negotiation performance
  • An introduction into the physiological functioning of our brains and the resultant impact on our preferences in the context of communications in general and business negotiation specifically.
  • Delegates complete an online survey (+-20 minutes) prior to the course.
  • Delegates receive an individual 5 page report outlining their preferences.

  • Business Negotiation Principles
  • What is business negotiation?
  • Discerning between haggling & negotiation.
  • When should we negotiate?
  • Creating value or claiming value?
  • Art or science?

  • Understanding & analysing your counterparty
  • What drives the behaviour of your counterparty?
  • How can you best understand & meet the needs of your counterparties?

  • Best Practice Negotiation Tactics and Techniques
  • Positive tactics.
  • Negative tactics.


    Day Two

  • Best Practice Negotiation Preparation
  • Negotiating from a position of weakness – what can be done?
  • How do I deal with difficult people?

  • Business Negotiation Climate
  • How to build trust, credibility & long term relationships.
  • Using a framework to prepare for cross cultural business negotiation.

  • Videotaped Negotiation Simulation
  • Delegates are filmed whilst applying the principles learned.
  • Each participant receives individual feedback on their negotiation skills (in a group forum).

    All concepts, principles & tools are taught using cutting edge negotiation skills teaching methods making use of several media including exercises, simulations, case studies, video and video – recorded negotiation simulations.


    Post Course

    The relationship with The Negotiation Academy does not end on the last day of the training workshop. All delegates become members of The Negotiation Network and can participate in quarterly webinars & have their questions answered by members of The Negotiation Academy’s Consulting Board free of charge. All delegates will receive exclusive access to the latest Negotiation Academy research findings.

    • Additional information

    Payment options: The option is available to combine the training course with personal coaching to accelerate the return on investment. For an additional fee of £ 250, delegates will receive 2 X 30 minute telephonic individual coaching sessions from a Senior Consultant. The 1st coaching session takes place at a convenient time directly subsequent to the training engagement and is followed up by the second coaching session 6 weeks after the training engagement. As an output from the personal coaching sessions, delegates will receive an in depth personal negotiation preference profile as well as a detailed Personal Development Plan which will outline specific actions to capitalise on negotiation strengths & mitigate weaknesses.

    See related categories

    Business Negotiation Skills Best Practice Workshop

    £ 750 + VAT

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