Who Should Attend?

Deal makers at all levels, managers, sellers and buyers.
*This course builds on the foundations laid by Spearhead's Negotiation Skills course and delegates should have attended this course, (or a similar programme by another company, in the past 3-5 years), to be able to fully benefit from the topics covered in this training programme.

About the Programme

Advanced Negotiation Skills examines ways to enhance your negotiation outcomes, and reviews the latest ideas and techniques in negotiation. By focusing on the value of the deal and examining the different issues that interfere with successful outcomes, you will be able to ensure greater success and longer lasting relationships from your deals. Key issues covered, include negotiating in the global marketplace, ethical considerations, negotiating over the Internet, and the advantages and disadvantages of using arbitrators or mediators.

Course Objectives

• To learn how to perfectly plan a negotiation
• To understand the critical role of the BATNA and the ZOPA
• To learn techniques for overcoming deadlock
• To learn how to deal with difficult people
• To learn the tactics employed by top negotiators
• To learn how to deal with dirty tricks

What You Will Gain

• The opportunity to clarify your own negotiating and bargaining styles
• An understanding of the latest ideas and techniques used by world-class negotiators
• The ability to negotiate successfully within the global marketplace
• The opportunity to practise using the tools provided, in realistic negotiation exercises that will help you understand their usefulness
• A development plan that identifies future objectives for you to improve your negotiation outcomes

Programme Contents

This two-day programme uses experiential role play exercises to emphasise the key themes. After each exercise there is a detailed debriefing & tutor input, before moving on to the next exercise. Each delegate undergoes continual improvement through this interactive scenario. They will receive feedback from those they have negotiated with, & from observations made by the tutor & other observers. This format works exceptionally well & participants find it an enjoyable & challenging environment to work in.

DAY ONE

• The Basic Skills Of Your Negotiation
• What Is Advanced Negotiation?
• The Five Outcomes Of Negotiation
• Negotiating Styles
• The Climate For Negotiations
• Planning To Perfection
• The Elements Of A Negotiation Plan
• How To Identify The Key Goals
• Can You Identify A BATNA?
  > Develop Your BATNA

DAY TWO

• The Role Of The (ZOPA) Zone Of Potential Agreement
• How To Expand The ZOPA
• Deadlock & How To Overcome It
• Your Style In Conflict Situations
• Rights, Power & Interest
• Dealing With Difficult People
• Some Tactics Of Top Negotiators
• Dirty Tricks & How To Handle Them

Please note:
Delegates will participate in a number of very 'experiential' negotiation role play exercises during the programme.

2 Days - Non-Residential

Location: Dubai

Delegate spaces available on the following course dates: