Description
Who Should Attend?*
Negotiators at all levels, – purchasing managers, sales managers, general managers, etc., and anyone involved in high-level and challenging business-to-business negotiations.
*This program builds on the foundations of the Spearhead three-day Negotiation Skills course (It is essential that delegates have attended this course, or a similar program in the past 2 – 4 years). This will allow delegates to fully benefit from the key topics covered during this course.
About The Program
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 future negotiations. Key issues covered include: the importance of excellent planning, how to set your own objectives, knowing when to ‘walk away’, and understanding the key tactics employed by top negotiators.
Course Objectives
- To learn how to effectively plan a negotiation
- To understand the critical role of the BATNA and the ZOPA
- 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 in your negotiations
- The ability to better assess the other party’s needs, and try to work towards ‘Win:Win’ outcomes
- An understanding of why deadlock occurs in negotiations, and strategies to get around it
- Learning new tools and tactics for negotiating
- The opportunity to practise these tools in realistic exercises, which will help you to fully understand their usefulness and effectiveness
- A development plan – which identifies clear objectives to help you improve your negotiation outcomes and get better deals!
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