Who Should Attend?

Deal makers at all levels, managers, sellers and buyers. This course builds on the foundations of the Spearhead Negotiation Skills course. It is essential that delegates have attended this course, (or a similar programme by another company, in the past 3-5 years). This will allow delegates to fully benefit from the topics covered during this course.

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 the importance of excellent planning, how to set your own objectives, knowing when to walk away, and learning the tactics employed by top negotiators.

Course Objectives

• To learn how to effectively plan a negotiation
• To understand the critical role of the B.A.T.N.A. and the Z.O.P.A.
• To explore techniques for overcoming deadlock
• To learn how to deal with difficult people
• To learn the tactics employed by top negotiators
• To understand how to deal with dirty tricks

What You Will Gain

• The opportunity to improve your planning and objective setting
• The ability to better assess the other party's needs and try to obtain 'Win:Win' outcomes
• An understanding of why deadlock occurs, and how to get around it.
• 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 and 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, and from observations made by the Tutor and other observers. This format works exceptionally well, and participants find it an enjoyable & challenging environment in which to develop their skills.

DAY ONE
• The Basic Skills Of 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 The B.A.T.N.A. (Best Alternative To A Negotiated Agreement)?
• B.A.T.N.A. Rules In Negotiation

DAY TWO
• The Role Of The Z.O.P.A. (Zone Of Potential Agreement)
• How To Expand The Z.O.P.A.
• Deadlock & How To Overcome It
• Your Style In Conflict Situations
• Rights, Power & Interest In Your Negotiations
• 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

Delegate spaces available on the following course dates: