Management and Leadership Courses
Persuasive Negotiations
Course Overview
Negotiation is a basic human activity. Negotiation skills are not just required by the skilled salesperson or with labour-management relations, negotiation is an important skill that should be developed within all staff.
This highly interactive two day workshop is designed to prepare you to maximise your negotiation skills within any organisation. It will provide you with a strong foundation in negotiations and outline key techniques, and how to implement an effective negotiation process after the workshop is over.
Course Objectives
By the end of this course you will;
- Understand what negotiation is and know the negotiation process
- Know how to prepare for a negotiation
- Have learnt how to negotiate from a win win perspective
- Understand how you negotiate and how to improve your technique
- Have an awareness of some common behavioural responses in negotiations and how to manage them
- Have explored how to approach team negotiations
- Have a personal action plan to develop your own skills
Course Content
Setting the Scene
- Defining negotiation
- Barriers to negotiating
Approaches to Negotiation
- Negotiation outcomes
- Knowing your focus
Negotiation Structure
- Preparing to negotiate
- OMD
- Concessions
- Perceived value
- Alternatives
- A simple structure
Negotiation Behaviours
- Effective behaviours and what to avoid
- Questioning for negotiations
- Dealing with tactics
- Communication and relationships
Collaborative Negotiations
- Identifying interests
- Considering options
- Legitimacy
Team Negotiations
- Team roles
- Team rules
- A team negotiation
Reflection and Personal Action Planning
