Course Details
Course Outline
5 days course
Introductions to negotiations
- What is negotiation?
- Different negotiation approaches
- Stages of negotiations
- Dealing with conflict
- Persuading and Influencing
- Planning for a negotiation
- Key negotiation stages
- Communication skills
- Action Planning
Common tactics
- Power in negotiations
- Advanced communication skills
- Negotiating in different contexts and cultures
- Recognising sales and closing techniques
- Negotiating as a team
- Putting it all into practice
- Action Planning
Win-win negotiation
- Determining limits
- Power balance
- Enquiring and listening
- Opening, conducting and closing negotiations
- Applying a win-win approach
- Adapting to feedback in both group and one on one situations
Problem / opportunity questions
- Benefits / Need Questions
- Negotiation tools for success
- Creativity and problem-solving techniques
- The importance of creativity in negotiation processes
- Creativity tools
- Creativity: a self-assessment tool
- Decision making techniques
- communication skills
- Active listening skills
- Outputs for asking questions
- The art of asking questions
- Conflict management methods
- Workshop: Creativity in overcoming negotiating challenges
Maintaining alliances: critical thinking for decision making
- Gaining control and using information – formal and informal
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building a personal action
Influence & persuasion skills in managing the alliance
- Challenges of meetings – group and individual strategies
- Positive influence of listening in challenging situations - good and bad news!
- Applying rules of influential presentations to maximize impact
- Maintaining compatible body language & using logic, credibility and passion
- Feedback and action planning
