Who Should Attend?

This highly enjoyable 'experiential' programme is designed for account managers, salespeople, managers, and other personnel who need to improve their negotiation skills.

About the Programme

It approaches the skills, techniques, strategies and philosophy of negotiation in such a way, that each delegate will not only understand the theory, but also have the opportunity to use it in highly interactive, practical role play situations enabling him / her to successfully negotiate at all levels. The majority of the course consists of actual negotiation role plays that increase in complexity as the three days progress. Delegates from the Middle Eastern office of a multinational company, described as 'the most successful company in the world', said this course was one of the best they have ever attended!

Course Objectives

• To provide each delegate with the knowledge and confidence to conduct successful negotiations with skilled buyers and negotiators, without making excessive concessions
• To allow delegates to improve their selling and negotiating skills through a series of enjoyable and highly participative exercises
• To gain a clear understanding of the concept of variables and how they can be traded to create value in a negotiation
• To provide delegates with a clear understanding of the techniques and interpersonal skills required to be an effective negotiator
• To focus on weaknesses identified by delegates in their present knowledge of negotiating skills, and address these problems in a constructive and positive manner
• To prepare a development plan for delegates that identifies their future development objectives in relation to negotiation skills

What You Will Gain

• A better understanding of negotiation and the techniques and interpersonal skills required to be successful
• The opportunity to participate in realistic negotiation exercises that will help you to understand your strengths and weaknesses as a negotiator
• A development plan that identifies future objectives for helping you to improve your negotiation skills

Programme Contents

All three days of the programme start with an introductory session from the Tutor, and then move into 'experiential' role play exercises. After each exercise there is a detailed debrief and Tutor input, before moving on to the next exercise. It is a continually improving scenario for each delegate, as they receive feedback from those they have negotiated with, and from observations made by the Tutor and others. This format works exceptionally well and participants find it an enjoyable and safe environment to work in. During each day, key themes will be explored and learning points emphasised.

DAY ONE
is spent examining the key basic ideas required for successful negotiation. Cost / concession areas, the use of variables, and the five outcomes of negotiation are discussed. Delegates are encouraged to examine their preferred negotiating style (or styles), and to understand and appreciate that there are other styles that may be useful to use in negotiating. They also need to identify the style of those they are negotiating with. A number of role plays will be conducted on day one.

DAY TWO
has many exercises for delegates to participate in. Some of the key learning points from the day relate to 'Hot Buttons' and the types of behaviours used by successful negotiators. Other issues explored are dealing with multicultural issues in negotiation, and the importance of thorough preparation before entering into any negotiation discussions. Communication and influencing skills are covered and delegates will learn to appreciate that it is not always about how we like to deliver information that is important, but how other people like to receive information.

DAY THREE
starts with a review of the first two days and the key learning points from them. It then moves on to more sophisticated exercises and the varied aspects of team negotiation. Key points covered during the day include: dealing with dirty tricks in negotiation, common mistakes made by negotiators, and identifying a very clear framework for negotiations when delegates return to their work environment.

Over the three days of the course, the topics listed below will be covered. But much of the programme involves delegates preparing for, and participating in, role play negotiations.

**Delegates will participate in a minimum of six 'experiential' negotiation role play exercises during the programme.

Topics covered over the three days:

DAY ONE

• What Is 'Negotiation'?
• How Does Negotiation Differ From Selling?
• What Are The Skills & Qualities Needed To Be An Effective Negotiator?
• Identifying Your Current Strengths & Weaknesses As A Negotiator
• Negotiating Styles
• Influencing Styles
• The General Principles Of Negotiation
• The Five Main Outcomes Of Negotiation
• The Negotiation Process

DAY TWO

• The Importance Of Communications In Negotiation
• The Importance Of Non-Verbal Communication
• Effective Questioning Techniques
• Listening Skills In Negotiation
• 'Dealing With The Difficult One' - The Low Reactors
• The 'P's Of Negotiation

DAY THREE

• Preparation Guidelines
• The Climate For Negotiations
• Opening The Negotiation
• The Importance Of Adopting The 'Right Attitude'
• Some Rules For Team Negotiation v
• The Phases Of The Negotiation
• Some Common Mistakes
• Key Points & Negotiation Techniques

3 Days - Non-Residential

Delegate spaces available on the following course dates: