Communication: Negotiation Skills
Negotiation Skills Training
In business, you often have to negotiate with other people. Maybe though, you have never been taught the proper principles of negotiation.
Negotiation is defined as:
"The process of gaining an agreement where all parties can arrive at a mutually beneficial and sustainable solution.
It is a transaction where both have a veto over the final outcome. It requires voluntary consent on all sides."
Negotiation Skills Training Course
Our in-house negotiation skills course covers the following:
1. Be clear about what you want.
Write it down.
Know too, what you do not want.
Knowing what you want is the critical step. Be specific.
Know why you want it.
2. In negotiations, don't just agree to the first proposal.
Saying "yes" to their first offer may leave you open to lose/win solution.
3. Maintain your principles.
Honesty in all your dealings, is the first principle.
The second principle here is trade. You are not there to give your stuff away.
Something for something. Not something for nothing.
4. Once agreed, stick to the agreement.
If the other person wants to change the package, the terms must change too.
Use the magic phrase, "Yes. But only if......"
Ensure you have a list of your negotiable variables.
5. Watch for bargaining activity just before a deadline.
Deadlines can produce extra leverage, which can be used to gain an extra concession. So be emotionally prepared to use this fact, or resist it.
6. Avoid trying to "drive a hard bargain" by unnecessarily tough talk.
It may be seen as intransigence by the other side.
Take a tough position but keep your style professional and relaxed.
"Tough talk" in the sense of needless over-assertiveness, is bad for business.
7. Record the details of each negotiation.
Always record the details of negotiations, in writing. In case of a later dispute, what you write down may one day be useful information.
8. Always maintain respect for the other person's identity as you question his/her proposition.
Always be polite. Never be rude to anyone.
9. Think Win/Win.
If it is to be sustainable, then there has to be genuine value in the solution for both parties.
The basis of win/win is rational, tough, fair-trading.
10. Keep an eye on your emotional state.
Stay relaxed and focused. Keep your cool.
Benefits of Negotiation Skills Training
Our one-day in-house negotiation skills course will show you exactly how to prepare for a successful negotiation process.
On this course, you will be provided with effective, practical negotiating skills. You will be able to use these skills immediately to improve your results.
Negotiation skills training will enable your team to get the best possible results from any negotiation situation.
We have designed this course to be well-structured, informative and fun.
Communication Skills Training
Do you ever think to yourself, "I know what I mean, but I can't explain it"? You need to be able communicate facts, feelings, information and ideas, in a clear, professional and confident manner. If you want to learn more about our communication skills training, please click here.
Definition: Negotiation
In business, negotiation is a process in which two or more parties, each free to refuse the deal, exchange proposals, concessions and rational arguments so they can settle on terms that give fair and lasting value to everyone involved.
Show CG4D Definition
- Involves two or more parties with separate aims or interests
- Each party keeps the right to accept or reject the outcome
- Seeks an agreement that delivers mutual, lasting value
- Moves forward through structured talk, offers and trade-offs
Article Summary
Skilled negotiators plan with clear goals, trade value not favours, stay calm and polite, and seek deals that let both sides win; grasp these ten rules and every talk becomes a chance to build profit and trust.
Frequently Asked Questions
Here are some questions that frequently get asked about this topic during our training sessions.
What is negotiation in business?
Why should I avoid accepting the first offer in a negotiation?
How does writing down your goals help you prepare for negotiation?
Why must I record negotiation details in writing?
How can a looming deadline shift bargaining power?
How do I keep my emotions under control when negotiating?
What does a win-win negotiation look like?
Thought of something that's not been answered? Ask Us Today!
Did You Know: Key Statistics
62% of UK learning leaders list negotiation and persuasion as a top-three skill gap for 2024 (LinkedIn Learning Workplace Learning Report, 2024). 48% of global CEOs say weak negotiation skill in their teams has cost them at least one major deal in the last two years (PwC Global CEO Survey, 2024).About the Author: Chris Farmer
Chris Farmer is the founder of the Corporate Coach Group and has many years' experience in training leaders and managers, in both the public and private sectors, to achieve their organisational goals, especially during tough economic times. He is also well aware of the disciplines and problems associated with running a business.
Over the years, Chris has designed and delivered thousands of training programmes and has coached and motivated many management teams, groups and individuals. His training programmes are both structured and clear, designed to help delegates organise their thinking and, wherever necessary, to improve their techniques and skills.
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