The responsibility of the negotiator is to not only engage with his or her counterpart on the other side of the table, but to also oversee and manage the overall process. While this may sound simple and intuitive, a closer look at all of the roles and responsibilities of a negotiator shows just how complex the management of a negotiation can be. More importantly, not giving each of these distinct roles its due diligence and attention could be the difference between a mutually beneficial negotiation that mitigates risk and a lopsided negotiation that benefits one party while setting up the other for the failure.
A professional negotiator has the negotiation skills to guide you with the process resolving you business conflicts or issues and reaching an acceptable business solution with your stakeholders. Negotiation skills are an integral part of leadership, because leadership involves the use of persuasion and negotiation with an intention to achieve beneficial results.
This training course looks at how to prepare negotiation strategies, approach complex and team negotiations and options when dealing with difficult situations and interpersonal conflict. You will have the opportunity to discuss your current negotiation challenges and successes and put together action plans for approaching these situations back in the workplace.
By the end of this course , you will be able to :
- Have an in-depth understanding of negotiation and how to prepare for it
- Be able to differentiate between the TACTICS required to deal with a price challenge and the STRUCTURE required to negotiate agreements and contracts.
- Know how to win business without sacrificing margin.
- Have experienced the cut and thrust of negotiation from ‘both sides of the table’. Three situation role-plays are used to illustrate the material.
- Recognise phases involved in all negotiations
- Recognise key interpersonal skills needed at each phase
- Know how to prepare and plan before each phase
- Know your preferred negotiation style and its strengths and weaknesses
- Understand how blockages and deadlocks happen and what to do
- Know how influencing and persuasion skills contribute to a productive negotiation
- Be better able to handle difficult people and conflict situations
- Work more effectively as part of a negotiating team
- Improve your ability to actively persuade colleagues and other stakeholders
This course is suitable for professionals aiming to understand key elements of the negotiation process and to improve their personal negotiation skills.