Advanced Skills for Successful Negotiations
The aim is to provide delegates with advanced awareness of the Negotiation process and hone their winning skills.
Building upon the Fundamental Negotiation Skills course, the training
will assist delegates to understand how they should prepare and conduct
a negotiation in the face of a mix of negotiation styles and ploys. The
delegates will generate and discuss a preparation checklist and
consider how to use the discussion to assess the other party’s position
and approach. Also, the delegates will understand how to reduce tension
in the meeting, how to overcome deadlocks and gain further
understanding of the need and power of summarising questions. The
importance of the proposal and the response to it will be examined and
the delegates will consider the do’s and don'ts in this phase.
Approaches and responses during the bargain and close phase will be
reviewed. The delegates will be given information on how to recognize
styles and ploys and how to counter them with neutralizing tactics.
Time will be spent examining the negotiation of difficult situations
and as with all other aspects of the programme there are practical
hints and tips. The delegates will further review non-verbal
Based on the 4 phase structured approach to negotiation the topics covered include:
- How to Prepare
- Checklist for preparation – The do's and don'ts
- How to Discuss & debate
- Assessing their position & approach
- Reducing tension
- Questions & summarizing
- Deadlock & movement
- Checklist for Discussion
- How to Propose
- Making a proposal
- Checklist for Proposals - The do's and don'ts
- How to Bargain and Close
- The approach
- The response
- Styles of negotiation
Use of Ploys; Neutralizing ploys
- Difficult negotiations
- Non-verbal communication
- Territories & zones; Palm gestures; Hand and arm gestures; Leg barriers; Eye signals
The module is scheduled for 1 day.
Contact us to find out more about prices and locations or to discuss your unique requirements.