Negotiation Skills Workshop

EIMF - European Institute of Management and Finance

Course

In Nicosia (Cyprus)

£ 250 VAT inc.

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Description

  • Type

    Course

  • Level

    Intermediate

  • Location

    Nicosia (Cyprus)

  • Class hours

    7h

  • Duration

    Flexible

  • Start date

    January

Tradition has it that in every negotiation we must seek a “win-win”. This is old-fashioned and dangerous thinking, because it suggests that negotiation is a battle in which there are winners and, potentially, losers.



Modern thinking is that negotiation is all about collaborative problem solving – two parties come together with a shared interest – and with this mindset, negotiation becomes far easier, quicker and far less confrontational. It also leaves open the door for further negotiation.



In this intensive, highly interactive programme, participants will learn the key skills of fast, effective negotiation. They will understand and be able to apply a formula which will help them to prepare for any negotiation and give the best chance of working with the other party to reach a fair, agreed solution.



Throughout the workshop, participants will have the opportunity to explore how the techniques and ideas can be used in negotiating more effectively, whether formally or informally with clients, suppliers or colleagues.

Facilities

Location

Start date

Nicosia (Cyprus)
See map
25 Megaron Street, Strovolos, Nicosia, 2032

Start date

JanuaryEnrolment now open

About this course

Understand the key elements of the negotiation process
Be able to effectively analyse, plan and prepare for an effective negotiation
Be able to achieve positive outcomes from negotiation
Expand your range of negotiating skills and strategies
Be able to influence people more effectively, so that you feel in control of your part of each negotiation

The workshop is suitable to professionals who may need to negotiate in some way or form, including with management, peers, team members, suppliers and clients.

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Subjects

  • Negotiation Skills
  • Problem Solving
  • Planning
  • Negotiation
  • Negotiation style
  • Solving
  • Negotiator
  • Good negotiator
  • Fisher
  • Components
  • Effective

Course programme

Training Outline
  • An end to ‘win:win’ – negotiation as collaborative problem solving
  • Understanding your negotiation style
  • Qualities of a good negotiator
  • Planning the negotiationUnderstanding and differentiating between wants, needs and interests
  • The Fisher and Ury model
  • The key components of an effective negotiation – Ideal, Realistic and Best Alternative to Negotiated Agreement (BATNA)
  • Creative thinking in planning the position
  • Applying the IRB to a realistic situation (Case study)Determining the IRB for ourselves and the other party
  • Using them in practice
  • Setting the scene
  • Staging the negotiation
  • Perceptual positions
  • Putting ourselves in others’ shoes to understand their viewpoint
  • The art of persuasionQuestioning to gain knowledge and change minds
  • Using that knowledge in a negotiation
  • Openings, anchors, offers and counteroffers
  • The art of bargaining
  • TacticsIdentifying the tactics used by other negotiators
  • How to deal with a range of common tactics and still leave the door open for further negotiations
  • Tactics to avoid
  • What to do if it’s all going wrongThe Thomas-Kilmann conflict model
  • Push/Pull and Heart/Head influencing
  • Dealing with unreasonable behaviour and impasse
  • Resolving disputes
  • Action planning

See related categories

Negotiation Skills Workshop

£ 250 VAT inc.

The best Sales Skills courses

See all

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