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 multi-national company, declared as 'the most successful company in the world', rated this course as one of the best they have ever attended!
Course Objectives
What You Will Gain
Programme Contents
The three days of the programme starts with an introductory session from the tutor and then moves 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 multi-cultural issues in negotiation, and the importance of thorough preparation before entering into any negotiation discussions. Communication and influencingskills 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 firsttwodays 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 in the day include: dealing with dirty tricks in negotiation, common mistakes made by negotiators, and identifying a very clear framework for negotiations for when delegates return to their work environment.
Over the three days of the course the following topics 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 ONE3 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.