Negotiation Skills
- What is Negotiation? Negotiation is a process where two or more parties engage in discussions or dialogues to reach an agreement, make decisions, or resolve conflicts. It involves finding common ground and compromises to achieve mutually acceptable outcomes.
- The Myths of Negotiation: There are several myths surrounding negotiation, including the idea that negotiation always leads to a win-lose outcome, that there’s a fixed pie to divide, and the “good guy-bad guy” myth where one party pretends to be sympathetic while the other takes a tough stance.
- The 3 Criteria of Negotiation: The three essential criteria for negotiation are interdependence (parties relying on each other), a conflict of interest (differing goals or viewpoints), and voluntary participation (willing engagement in the negotiation process).
- When Do We Normally Negotiate? Negotiation occurs in various aspects of life, including business deals, labor disputes, international diplomacy, resolving personal conflicts, and even during everyday decision-making.
- The Alternatives to Negotiation: Alternatives to negotiation include arbitration, mediation, litigation, collaboration, or simply accepting the status quo without attempting to negotiate.
- Power and Costs: The Ideal and the Limit Bargaining Model: The Ideal Bargaining Model aims for the best possible outcome, considering the ideal terms. In contrast, the Limit Bargaining Model considers the lowest acceptable terms and seeks to avoid outcomes worse than this limit.
- The Skills of Negotiation: Negotiation skills include active listening, effective communication, empathy, problem-solving, adaptability, and emotional intelligence.
- How Well Do You Negotiate: Providing guidance and information on negotiation techniques and strategies.
- The Four Phases of Negotiation: The negotiation process typically consists of four phases: preparation, opening, bargaining, and closing.
- The Close and Agreement: In the closing phase of negotiation, the parties finalize the agreement, ensuring that all terms are agreed upon and any necessary documentation is completed.
- Negotiating Challenges: Challenges in negotiation can include dealing with difficult personalities, cultural differences, emotional dynamics, and managing conflicts of interest.
- The BATNA Model: BATNA stands for Best Alternative to a Negotiated Agreement. It represents the course of action a party will take if negotiations fail and serves as a valuable benchmark in negotiation strategy.
- The Negotiation Exercise: Negotiation exercises involve practical scenarios where individuals apply negotiation skills and strategies to achieve specific objectives, enhancing their negotiation abilities.
- Personal Development Plans: Personal Development Plans are individualized strategies for self-improvement and skill enhancement. They can include goals related to negotiation skills development.
Sales people, buyers, managers and anyone who is involved in negotiation at any level.
Have two or more people to train? you may consider a closed group course.
Benefits include:
- Cost effective
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- No minimum delegate
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We can deliver our training sessions in several ways, these being:
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- Fully led tutor instruction
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- Emergency trainer
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Key Features
Course Duration is 1 Day
Engaging & interactive tutor led session
Comprehensive course materials
Priced per delegate per day for open public course
£449.00 Plus VAT
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