Negotiation and Influencing Skills for Managers

Course

In Bedfordshire

Price on request

Description

  • Type

    Course

  • Location

    Bedfordshire

Enhance your ability to negotiate and influence by understanding and developing your essential skills through an integrative strategy approach. Read more Read less Negotiation skills are essential to individuals and organisations, where variables are traded and concessions are made to order, manage change. Without the skills and knowledge required to do it well, even the highest levels of negotiation activity could result in negative outcomes for all parties involved. Expose yourself to the latest research and practical techniques of the overall negotiation process and heighten your intra and extra-organisational person capability. This programme lead by Dr Ian Speakman and other experts in the field of negotiation delivers you an integrated approach focusing on exploring and developing the co-creation of value during the negotiation process, this will increase your confidence in building networks to align activities, ideas and customer relationships. The benefits to Cranfield's Negotiation and Influencing Skills for Managers Real world insights from faculty experts and external professional negotiators Practical interactive learning, working with a professional actor to put theory into practice Exposed to the latest thinking in negotiation skills, strategy, planning and execution from a variety of sectors Experiencing diverse ideas and issues from delegates, who are from different industries and nationalities.

Facilities

Location

Start date

Bedfordshire
See map
Cranfield University Cranfield, MK43 0AL

Start date

On request

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Reviews

Subjects

  • Conflict
  • Negotiation Skills
  • Influencing Skills
  • Approach
  • Planning

Course programme

What you will learn You will gain:
  • Negotiation skills in both the external and internal context. Emphasis on ‘Internal Selling’
  • An outline of the ‘Negotiation Skills’ element of the module
  • The foundation for the occurrence of conflict and how things might be perceived differently and develop an understanding that conflict can be good
      • Understanding the nature of conflict and the management behaviours which can be used
  • Further developed understanding of negotiation as a 5 x 5 process, five steps to the process and five steps' in preparation:
      • Deeper appreciation of the importance of negotiation planning
      • Prepare Open Explore Exchange Agree
  • A clearer understanding of negotiation strategies, what works when
      • From Distributive and Integrative negotiation, from claiming value to co-creating value
  • The importance of the psychology of negotiation, influence over authority not manipulations, persuasive skills, linked to 'Value Based Selling'
      • Using the Influence Without Authority model to effectively in negotiations.

Core content

The Cranfield Open Programme on Negotiation: Negotiation and Influencing Skills for Managers will take an andragogical approach using a range of methods for executive education focused on developing theory into practice with reflective learning.

What knowledge will delegates gain
  • Negotiation as a process, in context, what is negotiation?
  • Understanding the relationship between conflict and negotiation
  • Planning for the negotiation
  • Negotiation strategies moving from positions to interests
  • Building relationships
  • Effectively exploring interests
  • Dealing with negotiation tactics
  • Developing influencing skills
  • Influence without authority, developing and dealing with relationships
  • The negotiation game.
How the delegate will develop
  • Social interaction games and workshops
  • Lecture and classroom discussion
  • Simulation role play scenarios and games
  • Unique day of interaction peer review ‘one on one’ role play with a professional role player in small self-selected groups
  • Learning review and discussion sessions.
  • Group feedback presentations.

Negotiation and Influencing Skills for Managers

Price on request