Negotiation Skills Training Course - One Day
- Learn the 12 most important negotiation skills
- How to prepare your negotiation strategy
- How to avoid giving away too much
- Trade concessions; don’t give them away
- Develop your communication style
- Manage your emotions
- Know the “Games negotiators play”
- Read Full Training Course Overview
About this Negotiation Skills Training Course
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.
The course content was educational, as well as personally and emotionally challenging. It is designed to rewire and redefine habitual poor practice. The trainer's presentation was designed to be easily followed and structured to ensure high retention of information and data.
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
Available Dates and Locations
In-House Course Available Call us on +44 (0)20 3856 3037 to discuss your requirements or
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, Scotland, Reading, Dublin, Ireland, Leeds, Luton, Bedfordshire, Cambridge, Milton Keynes, Gloucestershire.
In-house courses can be run in the UK or worldwide to suit you.
I felt a bit ambivalent about attending this course, but found myself enjoying a most varied, interesting, stimulating and rewarding day. Trainers presentation was excellent. He was confident, knowledgeable, competent, well organised, the presentation and book very well sewn together.
Negotiation Skills Training Course Content
Negotiation Skills Training - Morning
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:
- With friends and colleagues
- With buyers and sellers
- In conflict situations
In any negotiation, there are three realms to consider:
- The solutions that you would prefer.
- The solutions that the other person would prefer.
- 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:
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.
The content of the course was very good. It pulled together activities that we subconsciously carry out and put structure and logic on how to use this data in a productive way. The trainer was very professional and all aspects were delivered to the highest level.
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
"Thanks Chris, you changed my life!" Honestly, I thought I knew most of it already, but I've learned a lot more. The trainer's presentation was very good, good communication (physical and verbal) and always looking at everyone which is important!
The Course Training Method
The training method follows this general pattern - the training is very interactive and interesting:
- The trainer gives a clear explanation of the point in question with specific examples.
- Then, the delegates practice by doing an exercise with each other.
- The delegates practice by doing an exercise with the trainer.
- All points are supported with full written notes to take away.
-
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!
Express an Interest
If you feel you would like to attend but cannot yet commit to a secured booking, you can express your interest here.
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 for up to 20 delegates (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.
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