Course Description
ADVANCED NEGOTIATION SKILLS
This Advanced Negotiation Skills course is an effective, well structured programme using case studies to harness the skills, tools, tactics and processes of effective negotiators in any business context.
In the changing challenging world we live in, advanced negotiation skills are essential to survive and leading in an economic, political and commercial world.
In tough times when every 0.01% counts, organisations may become increasingly sophisticated and sometimes aggressive in their approach to negotiation, therefore, it becomes critical for individuals handling negotiations to be confident, prepared and well equipped in the tools, tactics and strategies that shape their approach and deliver long term results that deliver on policy and withstand the test of posthumous scrutiny.
The Advanced Negotiation Skills course is lead by an highly experienced commercial negotiator, management consultant, mediator, investigator, coach and author.
This two-day course is highly customised to ensure that you are prepared and practiced to negotiate effectively and are match fit and in control when the deals are on the table for you and your company.
On completion of this course you will:
- Get the thinking right first – ‘the head start’
- Understand the power of talk – who gets heard and why – understand the power of language in generating momentum in negotiations
- Understand the psychology of negotiations – the ten basics that all negotiators need to know
- Goal setting - clarify your objectives in negotiation
- Understand the difference between selling, negotiation, influence, manipulation and persuasion
- Learn how to adopt an interest based approach to negotiation for a mutual gains approach, while delivering on your objectives
- Understand the two types of negotiation skills (distributive and integrative) and how and when to use both - creating v’s claiming value
- Set the stage for productive negotiations: The elements of negotiation that define success
- Master the seven skills of more effective negotiators
- Manage the negotiation process through its different phases in order to achieve a mutually beneficial conclusion by understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with.
- Construct a total negotiation overview to determine personal position, the other party’s core competences, corporate strengths and weaknesses, and your competitive differentiation
- Identify negotiation behaviours, objectives, motives and tactics in order to maximise your position and maintain a good ongoing relationship
- Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties
- Prepare and design a total negotiating plan for likely upcoming negotiations in your business including performance objectives, for implementation on return from the course that are practical and work
Who should attend?
- Sales executives who want to make their negotiations more effective and sharpen their deal making skills in competitive times
- Managers who find themselves negotiating internally and externally as a daily reality
- Senior and middle management who wish to optimise their negotiation skills and commercial deal making
- SME's and business owners who have a heightened commercial focus
- Buyers and procurement specialists who want to be adept at negotiation strategies and tactics
- All leaders who want to develop the skill of negotiating on more than just price
- Industrial relations personnel
- HR managers
- Legal professionals
- Commercial and industrial negotiators
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Testimonials
References and cases studies were relevant to our company. 10 out of 10. Great awareness of personal approach to negotiating...
OpenetThis course covered all of my expectation and more besides. References and cases studies were relevant to our company. 10 out of 10. Great awareness of personal approach to negotiating- lots of tips and excellent methods. Excellent interactions between the groups and the role plays were very enjoyable. OPENET
I now feel confident to actively get involved in negotiations, the case studies opened my mind to real world negotiation situations. I gave this course 10 out of 10.....
KostalThis course absolutely met my objectives, I now feel confident to actively get involved in negotiations, the case studies opened my mind to real world negotiation situations. I gave this course 10 out of 10. I will use this training in both my personal and professional life. The trainer was really involved and gave excellent life experience examples of each point. Excellent course, of a very active nature- all participants were involved and most importantly I am confident now to actively enter into negotiations. Kostal
This course covered all of my expectation and more besides. Great awareness of personal approach to negotiating- lots of tips and excellent methods. 10 out of 10.
OPENETThis course covered all of my expectation and more besides. References and cases studies were relevant to our company. 10 out of 10. Great awareness of personal approach to negotiating- lots of tips and excellent methods. Excellent interactions between the groups and the role plays were very enjoyable. OPENET
This is a very tailored course that gave great insight into individual negotiating styles as well as giving very helpful techniques. Most impactful for me was the insight into my own style..
KBC Bank IrelandThis is a very tailored course that gave great insight into individual negotiating styles as well as giving very helpful techniques. Most impactful for me was the insight into my own style, the tips for preparation and the dynamic of negotiation and interaction. Very relevant and interesting. Excellent trainer! This course fully met our needs, the trainer was extremely professional and tailored the course to meet our daily requirements. KBC Bank
Great course! I can see it making euros already for our company. I was impressed with the section on the preparation of all of the variables we can negotiate with in a deal
OpenetGreat course! I was particularly impressed with the great section on the preparation of all of the variables we can negotiate with in a deal, bargaining and closing. I would absolutely recommend this course – great tips, very professional – I can see it making euros already for our company. 10/10 fantastic ‘coach’ – great fun, great energy – your optimism inspires! Openet
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