Business Negotiation Skills

We believe that negotiation happens when someone else has something you want and you are prepared to bargain for it – and vice versa. With these things in place negotiation takes place almost continuously. Our workshop shows participants how to develop their game plan, how to achieve a mutually acceptable solution – not a winner:loser result, and how to approach a negotiation well prepared, alert and flexible. We focus on how to “read” the other party’s needs, How to clarify priorities and achieve desired outcomes.

Duration

Pre-work including preparation of real case study, 1 day workshop followed by 2 x 1:1 coaching sessions.

 

Course Objectives

At the end of the programme participants will be better able to:

• negotiate confidently and assertively to achieve their outcome in interactions with any business stakeholder;
• build profitable and sustainable relationships through negotiating win-win solutions with customers, internal or external;
• use a repertoire of techniques that will enable them to get around any impasse in the negotiation, due to apparently conflicting demands;
• apply these techniques to a real-life negotiation they are currently or about to be involved in and develop an action plan for a successful outcome.

 

Course Outline

• Where and when do we negotiate?
• Review pre-work
• Identify learning goals
• The importance of having a clear outcome
• Tools for defining effective outcomes
• Understanding the other side’s perspective
• Cultural differences in negotiation
• How to achieve win:win
• Assessing priorities
• Finding common ground
• Dealing with deadlock
• Countering typical negotiation tactics
• Individual action planning

 

Most commonly used delivery methods

• Presentation
• Discussion
• Business Simulation
• Role Play
• Question & Answer
• Case Studies
• Discovery Learning
• Modeling
• Brainstorming
• Small group activities
• Large group activities
• Activities with music
• Activities with art
• Individual coaching
• Structured feedback
• Drama
• Graphic recording
• Psychometric testing