Spearhead Training > Sales and Marketing > Advanced Negotiation Skills

Advanced Negotiation Skills
'How To Get The Deal You Want ... And Make Sure It Lasts!'

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 offering 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 provide each delegate with a selfassessment of their negotiation and bargaining styles
• To prepare each delegate to successfully negotiate in the global marketplace
• To provide each delegate with a set of tools and methodologies that can ensure successful negotiation outcomes
• To ensure delegates improve their negotiating skills through a series of enjoyable and highly participative exercises
• To provide each delegate with an understanding of the ethical issues involved in negotiation and allow them to determine their own ethical stance
• To examine the role of arbitrators, mediators, and other professional agents who negotiate on behalf of others

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

The 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 & safe environment to work in.

DAY ONE

• Understanding Your Negotiation Style (Dodger, Dreamer, Haggler, Competitor, Problem Solver)
• Defining The Value Of The Deal
• Steps For Building Long-Term Relationships
• Global Negotiations - Negotiating Across Cultures & Countries
• Gender Issues In Negotiation - (Are Men & Women Different In How They Negotiate?)
• The Different Schools Of Ethics In Negotiation & How To Defend Against Unethical Behaviour
• Negotiating On The Internet

DAY TWO

• Identifying Blockages In Negotiation & How To Move Around Them
• Evaluating Your Own Bargaining Style
• Advanced Tactics For Negotiation
• Different Methods For Achieving 'Win-Win' Solutions (Guaranteeing Fair Shares To Everybody)
• Negotiating On Behalf Of Others
• The Use Of Arbitrators & Mediators In Negotiation

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

2 Days - Non-Residential

Delegate spaces available on the following course dates:

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.