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Negotiation Skills Training Course - One Day

Learn practical tools that you can use in real-life situations. Negotiation Skills Training
  • How to negotiate mutually beneficial solutions
  • Don’t give concessions, instead trade them
  • Prepare your negotiation strategy in advance
  • How to avoid giving away too much for free
  • Perfect your communication style
  • How to manage emotions
  • Learn about the “Games negotiators play”
Learn in a friendly and relaxed atmosphere with people who are facing similar situations as you.

The course content was really good for the role I do. I have taken a lot away from the last two days. The trainer's presentation was very clear and used good examples, the pace of the course was good and I feel I've gained a lot from it.

Customer Reviews

Negotiation Skills Training - One Day Course Overview

Day One - Morning

  • What is negotiation?
  • Why negotiation is a vital skill?
  • The twelve tools of effective negotiation:
  • Memorise the five-part negotiation process
  • Decide your ideal outcome
  • Organise your priorities
  • What are your bargaining chips?
  • Decide your negotiation strategy

Day One - Afternoon

  • Maintain a professional communication style
  • Beware of giving away too much
  • Know how to say No
  • Trade concessions never give them away
  • Negotiation is often an evolutionary process
  • Watch out for these “game plays”
  • Keep accurate written notes
  • Exercises and practice
  • Summary action planning

Negotiation Skills Training - Morning

Optimum Zone

Negotiation is a set of skills that will allow you to find mutually beneficial solutions that protect your interests, while satisfying the other persons needs / wants.

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 process that creates long term, mutually beneficial solutions.

Negotiation is a process by which all parties should achieve a benefit.

What negotiation is 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.

And negotiation is not simply saying, “Here is my offer, take it or leave it!”

Negotiation is the application of the following twelve skills.

The twelve skills of effective negotiation.

1. Learn the five-part negotiation process

The negotiation process is a five-part circular model, that looks like this:

Decide Your Goals. Plan Your Strategy. Communicate Your Proposal. Observe Their Reaction. Trade Concessions.

2. Decide your ideal outcome

Before the negotiation you should map out your ideal solution.

  • What do you want?
  • What do you need?
  • What do you not want?

In addition, you should make some intelligent assumptions about what the other party wants, needs and does not want.

3. Organise your priorities

Not all your desires have the same importance.
What are your priorities?

In addition, you should think about what the other person's priorities may be.

4. What are your bargaining chips?

What concessions are you willing and able to make?
In what order should you make them?
Identify your bargaining chips.

In addition, you might think about what the other persons bargaining chips may be.

5. Decide your negotiation strategy

Use the above information to plan out your negotiation strategy.

In addition, you may try to predict what the other sides negotiation strategy might be.

Negotiation Skills Training - Afternoon

6. Professional communication style

Your communication style should be based on three principles

  • Absolute clarity in your use of language
  • Professional conduct
  • Positive intent

We will investigate how to communicate properly.

7. Be wary of giving away too much

It is vital that you don’t give away too much simply to gain their “goodwill”.
Offering “Goodwill concessions” will cause you to give away too much for nothing in return.

Be wary of giving away too much

8. Know how to say No

All negotiators must be willing to say No, in a polite manner.
We will discuss how to politely say, No.

9. Trade concessions, don’t give them away

Negotiation is about trading concessions in order to find a mutually beneficial solution. It is not about giving ground until the other person is happy.

10. Negotiation is an evolutionary process

Negotiation takes place in a series of small adaptations and modifications to your proposals until you find a combination that both can live with and benefit from.

11. Watch out for these eight “Game plays”

You need to know the game plays that some negotiators will try to use on you. You need to be ready to counter them.

12. Keep accurate written notes

Don’t trust your memory. Take accurate contemporaneous written notes.

Exercises and practice

Let us practice the skills and learn the lessons.

Summary action planning

I have thoroughly enjoyed the past two days. I feel the course had great content and was relatable from any work place. I'm hoping to use the information I have learnt to make myself a better manager. Chris had a great presentation, very consistent with the use of mind mapping on computer and paper.

Customer Reviews

In-House Training Course Pricing and Proposal

This course is 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 (international training price varies). Plus, hotel accommodation for trainer if necessary. (Premier Inn type: not the Hilton!)

This price includes:

  • Quality training delivered by an experienced trainer
  • Full days training
  • Full colour course handbook
  • Preparation work
  • Travel costs and time
  • Written action plan to take away
  • Access to our post course portal
  • Access to our on-line leadership and management decision matrix templates and tools
  • Plus three months FREE telephone coaching to answer any on-going questions

Contact Us Today

Please call us on +44 (0)20 3856 3037 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 (0)20 3856 3037.

The training course content was really valuable. Helped emphasise and formulate processes already in place, in addition to providing practical methods of implementation. Trainer's presentation was very organised and well structured.

Customer Reviews

Negotiation Skills Training Course Summary

Negotiation is the business of finding a solution, to protect your interests yet satisfying the other person’s requirements. You may be negotiating with your customers or your trading partners, alternatively you could be negotiating in conflict situations within your organisation.

The art of negotiation is trading concessions. It is important not to give away too much, without receiving something in return. All parties involved in the negotiation should be seen to gain a benefit.

On this one-day in-house Negotiation Skills training course, we cover how to plan your negotiation strategy, organising your priorities in order of importance, deciding on your bargaining chips and what your ideal outcome would be. We examine how to communicate effectively and professionally during the negotiation process and how to say ‘no’ firmly and politely when you have reached your bottom line.