Advanced Negotiation Skills

Overview

This programme provides experienced negotiators with the opportunity to hone their skills benchmark their approach against best practice and achieve improved results from different negotiating situations.

Benefits to you and your organisation

By gaining insight into your own and others negotiating styles, you will improve your ability to negotiate professionally and achieve long lasting mutual outcomes.  Through practical exercises and personal feedback you will have the chance to develop your skills and improve your confidence. 

People with enhanced negotiation skills unlock competitive advantage, enhance relationships and drive profitable growth. Best practice, practical techniques, tools and templates are provided which can be applied immediately in the workplace to enhance negotiation success.

Who this course is for

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 three years experience in negotiation situations.

What you will learn

• Recognise the different types of negotiations.
• Understand your personal negotiating style and preferences.
• How to use the wide range of personal skills and attributes required to negotiate effectively.
• Prepare appropriate negotiation strategies, implementing and adapting them as appropriate.
• Use a structured approach to the negotiation process.
• 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.
• Manage and resolve conflict.
• Recognise power - its effect and importance in the understanding of negotiation and relationships (or common ground).
• Achieve best results from challenging and complex negotiation situations.

Course content

• The different types of negotiation and the implications.
• Understanding negotiating styles.
• Preparing in detail.
• Understanding the needs and interest of all parties.
• Getting better and more equitable agreements.
• Making agreements that deliver more value.
• Moving negotiations from claiming value to creating value.
• Avoiding leaving value on the table.
• Turning challenging relationships into rewarding relationships.
• Countering negotiation tactics.
• Using proven, best practice negotiation tools
• Using a collaborative approach to negotiation.

Learning approach

This workshop is highly interactive with lots of practical exercises, templates, case studies, assessment, top tips and personal feedback.  There will be the opportunity to bring along relevant issues which can be worked through during the workshop. Every delegate will be expected to take away a personal development plan.