Negotiation Masterclass, The
A thorough foundation in the critical art of negotiation
Course Ref: 0420 | CPD Hours: 21 | Price: £ 1795(exc. VAT) | Member Price: £ 1615.50(exc. VAT)
3 day course. Residential courses include full board, tuition and materials.
We can also train a group, or customise a training course to your specific needs, please email us for further information.
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Most organisations face the challenges of increasing competition, buyer/seller power and the need to improve profitability. This course demonstrates how to negotiate to manage these challenges effectively whilst developing sound relationships.
The programme gives experienced negotiators the opportunity to hone their skills and provides negotiating strategies and tactics in order to achieve better results from different negotiation situations.
This course has been developed to support those who hold formal or informal negotiations with your customers, suppliers or channel partners. Enhanced negotiation skills can unlock maximum competitive advantage, enhance relationships and drive profitable growth.
Many practitioners can find themselves in negotiation situations by default, not having had formal training and development to support their positions. This course will demonstrate the different types of negotiation, the appropriate style and strategy to use, how to effectively plan and achieve mutual gain, and above all, how to build confidence and credibility.
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Recognise the different types of negotiations
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Recognise your personal negotiating style and preferences
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Use the wide range of personal skills and attributes required to negotiate effectively and learn how to develop and enhance these
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Prepare appropriate negotiation strategies, implementing and adapting them as appropriate
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Use a structured approach to the negotiation process
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Deal with relationship issues, including considering each party's perception; seeking to make negotiation proposals consistent with the other party's interests; making emotions explicit and legitimate
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Manage and resolve conflict
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Recognise power - its effect and importance in the understanding of negotiation and relationships (or common ground)
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Achieve best results from challenging and complex negotiation situations
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The different types of negotiation and the implications
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Understanding negotiating styles
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Preparing in detail
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Understand the needs & interest of all parties
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Getting better and more equitable agreements
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Make agreements that deliver more value
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Move negotiations from claiming value to creating value
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Avoid leaving value on the table
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Turn challenging relationships into rewarding relationships
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Counter negotiation tactics
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Use proven, best practice negotiation tools
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Use a collaborative approach to negotiation
Delegates will be given negotiation planning tools, templates and guidelines on how to develop their own company-specific versions.
Everyone who has authority and responsibility for negotiating on behalf of their organisation in order to advance business and relationships on the basis of achieving mutual satisfaction. Delegates should have at least five years experience in negotiation situations.
Practitioner/Manager
All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.