Course Overview Cover all the essential processes and skills of effective negotiation in this content packed two day course. Aimed at everyone involved in leading a negotiation, or simply participating as part of a negotiation team, the course covers everything the delegate needs to know about the principles of effective negotiating, planning and structuring negotiations and the behaviours and skills required to move the other party to achieve win/win outcomes. This is a must for both the comparatively experienced negotiator and the novice. Highly practical, delegates will learn skills that they can immediately put to use for the benefit of their organisation. The return on investment for those attending the course can be staggering; one successful commercial negotiation can literally pay for the cost of one course. The course content includes a comprehensive trainer’s guide, full set of delegate handouts, exercises, role-plays and accompanying PowerPoint slides. Optional, additional material Why not also use a selection of other Negotiation Skills tools and techniques including: · Building Rapport With Others. · Communicating Effectively Face To Face. · Improving Your Problem Solving Skills. · Identifying Your Own Influencing Style. Find these in the Complementary Materials Section for this course. Course length: Minimum 815 minutes excluding breaks.
Trainer’s Guide - A comprehensive guide on how to run the course Session content, including: - Handouts (for delegates) - PowerPoint Slides - Learning Log - Negotiation Exercise One (Victim and Insurance Claims Briefs) & Trainer’s Brief (3 documents) - Negotiation Exercise Two (Buyer and Seller Briefs) - Blue-White Exercise & Trainer’s Instructions - A & R Inventory Questionnaire - Concession Trading Exercise plus Trainer’s Brief - Negotiation Exercise Three (Sales Person and Customer Brief) - Negotiation Plan for Sales Person - Negotiation Plan For Customer - Observers Brief - Concessions and Values Exercise - Concession Making and Benefit Fluency Exercise - Trading Issues Handout - Negotiation Exercise Four (Briefs for two parties) & Observer Sheet - Pre-course Work - Course Evaluation Form Day One · Negotiation exercises · Principles of negotiation · Different types of negotiation · Planning for a negotiation · The negotiation process · Bargaining arenas · The negotiation steps · Preparing for a negotiation · Objectives, information and strategy · First negotiation role plays · Negotiating skills · Achieving win/win outcomes Day Two · Concession making · Benefit fluency · Valuing and trading concessions · Second negotiation role plays · How to manage the other party · Use of power and authority · Assertiveness and Responsiveness · Third negotiation role plays · Handling quick deals · Negotiating over the telephone