Negotiation Skills Training Course - One Day

About this Negotiation Skills Training Course

Negotiation skills are very important because an organisation has to trade successfully with its partners.

These skills are a specialised form of communication that endeavours to find a mutually beneficial long term solution.

Negotiation skills training will enable your team to agree the best results possible from any negotiation situation.

Negotiation is a combination of skills that include good preparation, excellent communication and emotional management.

A successful outcome depends on knowing and applying the principles of proper negotiation.

If the negotiation is NOT well prepared, then it will be “messy” and you will NOT get the best result possible.
If the negotiation is prepared, then it will be very successful and you will get the best result possible.

Negotiation Skills Training - One Day Course Overview

Available Dates and Locations

In-House Course Available Call us on +44 020 3856 3008 to discuss your requirements or Read More >

Please note all our training courses include optional three months FREE telephone coaching to answer any on-going questions.

Course Timings: Start 09:00 - Finish 16:30. Lunch at 13:00, Tea Breaks at 11:00 and 15:00.
6 trainer-led hours, additional 2-3 via post-course portal independent learning

Our Open Training Courses run in: London, Manchester, Birmingham, Bristol, Maidstone, Kent, Glasgow, Scotland, Leeds, Gloucestershire.
In-house courses can be run in the UK or worldwide to suit you.

Negotiation Skills Training Course Content

Negotiation Skills Training - Day One - AM

Negotiation skills are a specialised form of thought and communication.

There are specific circumstances where you are likely to need negotiation skills:

1. With friends and colleagues
2. With buyers and sellers
3. In conflict situations

In any negotiation, there are three realms to consider.

1. The solutions that you would prefer.
2. The solutions that the other person would prefer.
3. The solutions that are logically possible.

The intersection of these three fields, (i.e. all the solutions that are mutually desirable and that are also logically possible), we will call The Optimum Zone.

Negotiation is a specialised form of thought and communication

It creates long term, mutually beneficial agreements.
Negotiation is a process by which all parties should achieve a benefit.

What is negotiation NOT?

Negotiation is not the act of appeasement and surrender: Negotiation is not the act of continuing to give multiple concessions to the other person until he-she is happy and has everything he-she wants.

Negotiation is about trading concessions, not giving them away

Negotiation is not the act of mental intransigence:
Negotiation is not the act of saying “Take it or leave it”.

The Ten Tools of Negotiation given in the order of their appearance on success formula

Here are the ten commandments of negotiation

If you want to improve your negotiation skills, memorise and apply this list of ten principles.

1. Be clear what you want

Write it down your desired outcome from this negotiation

Write down your “At least list”. The at least list is the minimum level that you can accept as a good result.

Know too, what you do not want. Recognise and identify what is not good enough for you.

Knowing what you want is the critical step. Be specific.

Know why you want it.

2. Think Win /Win

Therefore, if the final agreement is to be sustainable, then, there has to be genuine value for both parties.

Both parties must win something from the negotiation.

This has become known as a Win / Win solution.

3. Always prepare for each negotiation.

Prepare your entry and exit points.

Prepare a list of negotiable variables. A negotiable variable is a factor that you can add into the equation or one that you can remove in order make your proposition more attractive to the other person without damaging your own self-interest. The ideal is to have negotiable variables that are perceived as high value to the other person but they are of low cost to you, to provide.

4. Don’t automatically agree to their first proposal

I.e. develop a tendency to say “no” to their first proposal.
Saying “Yes” to their opening proposal may leave you open to You Lose/ They Win solution.

Negotiation Skills Training - Day One - PM

5. Maintain your good business ethics and moral principles

Be professional. Be aware of your principles of good practice. You are at work to ADD value. The proper principles here are Productivity and Trade.

Give only “Something for something”. Not something for nothing.

Other principles of business:

• Honesty: honesty is not only a moral virtue, it is also good business! Never cheat anyone.
• Reliability. Promise only what you can deliver. Don’t fail to deliver on your promises. Deliver on all your promises.
• Profit. Don’t give things away. Your role is that of a profitable trader. And both parties can profit from the trade.

6. Watch for bargaining activity just before a deadline

Deadlines can produce extra leverage, which can be used to gain a concession. So be emotionally prepared to use this fact, or resist it.

7. Avoid trying to “drive a hard bargain” by unnecessary tough talk

Tough aggressive talking is not good practice; aggressive talking may be seen, by the other side, as a signs of stupidity, crassness, and intransigence.

“Tough talk” in the sense of needless aggressiveness is bad.

Take a tough position but keep your communication style professional and relaxed.

8. Learn the details of compromise

Always maintain respect for the other person’s identity as you question his proposition.

1. To compromise your values, standards or ethical principles is no good. You should not do it.
2. To compromise on issues of price and negotiable variables is good. You should do it.

Once agreed, stick to the agreement

9. Once agreed, stick to the agreement

If the other person wants to change the package, that is fine, but only if the terms change too.

Use the magic phrase, “Yes. I can do that for you…… but only if….. ”

Ensure you have a list of your negotiable variables.

10. Keep your own emotional state

Stay relaxed, focused and adaptable.

Don’t go into a negotiation in a bad mood.
Don’t go into a negotiation situation in a tired state.

Common tactics of negotiators

During a negotiation, you are likely to hear the other side use some of the following tactics, in order to gain a free concession from your side.

You may want to think about the following tactics, in order to decide:

• Whether you are able to utilise any of these tactics in your own proposition, to your own advantage.
• If you are on the receiving-end of any of these tactics, then what will be your response?

Here are the negotiation tactics you need to prepare for:

1. The claim that their first offer is also their final offer.
2. They suggest that you “split the difference”.
3. To appeal to Need.
4. To appeal to your “better nature”
5. Appeal to anger
6. Appeal to friendship
7. Appeal to a higher authority
8. Appeal for a “loss leader”

Compromise

When to compromise and when to not to

Compromise is the act of finding the middle- ground between two opposing points of view, in the hope of finding the “Happy medium” that is acceptable to both parties.

It can be a useful and valid method of handling conflict situations or solving dilemmas.
BUT..
It can also be a terrible mistake that will cost you all your credibility as a decision maker!

Example of a “no compromise” Identity situation and negotiation.

Develop excellent communication skills

The channels of communication:

• The words and phrases, vocabulary and verbal content.
• The voice tones: confident assertive, or not.
• Body language: appropriate and effective or not.

The Course Training Method

The training method follows this general pattern - the training is very interactive and interesting:

1. The trainer gives a clear explanation of the point in question with specific examples.
2. Then, the delegates practice by doing an exercise with each other.
3. The delegates practice by doing an exercise with the trainer.
4. All points are supported with full written notes to take away.
5. Delegates are asked to write down an associated action, for each point made.
   (At the end of the day, we have about twenty such actions, from which the delegates choose six which are the most personally meaningful).

Note: we do not believe in placing people in any situation of embarrassment by demanding that they 'perform' in front of the whole group. So you can relax: come on this course and be at ease; ready to learn new skills!

In-House Training Course Pricing and Proposal

This course is also available from just £1,950 +VAT per day as a bespoke in-house group training course in the UK and worldwide.

It has been designed to provide a similar experience to our open courses, however we can tailor the content to fit your specific needs. In-House Group training costs from just £1,950 +VAT per day for up to 20 delegates (international training price varies).

This price includes:

• Full days training
• Full course training manual
• Personal written action plans
• Access to the post course portal
• Three months free telephone coaching

Plus, hotel accommodation for trainer if necessary. (Premier Inn type: not the Hilton!)

Contact Us Today

Please call us on +44 020 3856 3008 to discuss your requirements for the in-house training course.

If you want to know more about any other Management Training Courses, or their suitability for you or a colleague, call us on +44 020 3856 3008.

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