Negotiation Skills

Aim

This workshop is designed to introduce participants to the fundamentals of negotiating and build the confidence to negotiate successfully and achieve positive results.

Outcomes

• Explore expert principles for successful negotiation
• Understand how your personality traits and habits are affecting your ability to negotiate successfully
• Learn how to plan and prepare for negotiations
• Develop powerful communication and influencing techniques
• Highlight techniques for overcoming resistance and handling objections
• Understand how to manage the interaction
• Discover how and when to close the deal
• Build and maintain a confident state
• Implement changes in habits and behaviours for increased success

Content

Principles for Success
Consider how experts think about the concept of negotiating and contrast with your own sub conscious thinking patterns

• Expert principles for successful negotiating
• Explore personal attitudes and beliefs
• Understand your preferred negotiation style

Planning the Negotiation
The 5D’s of planning for a successful negotiation

• Do your research
• Determine your outcome
• Develop your options
• Discern the other party’s needs
• Define your strategy

Opening the Negotiation
Building a sense of trust and creating structure and focus for the meeting

• Establishing Rapport
• Clarifying Outcomes
• Agreeing meeting frames

The Exchange
Exploring needs and priorities, identifying areas of agreement and exchanging proposals using powerful communication and influencing techniques

• Assertive Questioning
• Effective Listening and Calibration
• Gaining and Acknowledging Agreement
• Persuasive Language
• Assertive Techniques

Tactics
Advanced techniques for gaining agreement and overcoming manipulation

• Recognising and handling ‘dirty tricks’
• Creating options for mutual gain
• Conditioning favourable responses

Closing the Negotiation
Recognising when it is appropriate to close the negotiation

• Closing Techniques
• Agreeing an Action Plan

Building Confidence
Condition yourself to feel confident in a negotiation

• NLP techniques for creating confidence

Integration and Practice
Practice the tools and techniques and create a plan for implementing changes

Style

The workshop is highly participative and will incorporate different elements of learning to suit a variety of learning styles and to create an enjoyable and stimulating environment. Participants will benefit through practical experience, increased self-awareness, new skills and behaviours and leading edge thinking and techniques. There will be a mix of tutor input, individual and group activities, feedback and group discussion on practical applications.