Negotiation Skills Advanced

MODULE 1: Introduction and Course Overview
Topics covered:

• Course Introduction

MODULE 2: The Power of IF ...
Learning outcomes: Learn to use trial statements and questions in order to uncover commitment from the opposing party.
Topics covered:

• The Payoff Question
• A Trial Statement
• Getting the other party to commit

MODULE 3: Problems with Multiple Party Negotiations
Learning outcomes: Know the extra factors to be considered when involved in a multi party negotiation, and how to retain power while negotiating.
Topics covered:

• Joint Ventures - How the Solution Can Have Problems Too
• One Buyer vs Many Sellers/Suppliers
• One Seller/Supplier vs Many Buyers
• The Element of Competition
• Extra factors to consider in multi party negotiations

MODULE 4: Bargaining and Positioning to Advantage
Learning outcomes: Understand your position within a negotiation, and how to leverage that for maximum advantage.
Topics covered:

• Auction Options: Starting Low vs Starting High
• Controlling the Negotiation as a Supplier - When to Auction
• Controlling the Negotiation as a Buyer - When to Tender
• How to Assert Control
• The Concept of Control
• Are You Negotiating Up or Down the Supply Chain?
• A Brief Explanation of the Supply Chain

MODULE 5: Making Summarising an Art
Learning outcomes: Learn how to summarise the negotiation in ways that will best highlight your case.
Topics covered:

• What Does Summarising Do for Both Parties?
• How to use Summarising to Swing the Vote

MODULE 6: Breaking Deadlocks
Learning outcomes: Be able to use realistic tactical skills to help break deadlocks in negotiations.
Topics covered:

• Recognising the Underlying Emotional Resistance
• When A Has to Do Something Before B
• When your Arguments are an Obstruction to Settlement
• When to Concede and When to Walk Away

MODULE 7: Dealing With The NOs
Learning outcomes: Know how to diffuse fear or negative perceptions to make negotiations move forward.
Topics covered:

• Finding the Positives From the Other Side
• How Fear Can Make or Break the Deal

MODULE 8: Controlling the Paperwork: Clauses That Benefit Both Parties
Learning outcomes: Be able to use specific clauses that help us legitimise negotiated agreements by protecting both sides.
Topics covered:

• Dispute Resolution
• Prohibited Contract
• Period Review
• Negotiation/Mediation
• Indemnity

MODULE 9: Your Personal Action Plan