Negotiating the Better Deal

Negotiating skills are an essential part of every manager's toolkit. They are vital for both business and professional success and can also contribute to success in our personal lives.

This practical and interactive course, Negotiating the Better Deal, is for all managers and professionals who negotiate either with suppliers, clients, customers, contractors or even internal managers and staff. It aims to help them achieve excellent results by developing their confidence, providing the chance to practise techniques and the opportunity to develop their skills and approaches. This can be especially valuable in preparing for a major round of negotiations.

Course Outline

• Introduction to Negotiating the Better Deal
• Characteristics of effective negotiation in influencing & achieving agreement
• Planning negotiation objectives & influencing the setting of the meeting
• Using PROD-ProSC - the 7-step approach to negotiating
• Managing cultural & interpersonal aspects of relationships - especially in competitive, collaborative & consensual climates
• Use of nine powerful influencing strategies
• Recognising typical tactics & how to defend against them
• Using concessions to gain movement & avoid deadlocks
• Using individual needs as levers to achieve ultimate agreement
• Evaluating alternative strategies & outcomes
• How to negotiate in teams
• Higher level communication behaviours used by top negotiators

Course Methods

ProSeminar's Negotiating the Better Deal provides a blend of participative techniques including group discussion, case studies and practical simulations with video coaching, observation and analysis.

An important outcome is the Personal Action Plan - enabling further development of negotiating skills after the course and for the following three months.

Course Times

Courses usually run from 9.30 to 17.00 each day. The training centre is open from 8.30.

Breaks & Refreshments

Coffee, tea and light buffet lunch are included in your fee. Lunch includes vegetarian option and fresh fruit. Unfortunately we are not able to cater for the dietary requirements of vegans or others who have special needs.

Dress Code

We have no specific dress code. We want you to relax and enjoy the course.

Pre Course Questionnaires & Other Preparation

To help us get to know you and understand your training needs and particular interests, we will send you a pre-course questionnaire by e-mail two weeks prior to the course. This is an easy to fill word document. Please e-mail this back to your course tutor following the instructions on the form and bring a copy with you.

For some courses you may be asked to do some preparation in advance. For others it is suggested that you may find it useful to bring samples of your own work with you.

Bringing a laptop or calculator is never essential but can be useful. Above all we want you to bring an open mind.