Persuasive Negotiations — A 2-Day Course

 Open Public Course Closed In-House Course

Course Synopsis

• Do you need to make deals with suppliers?
• Do you want to be able to create a deal that works for everyone?
• Do you feel you never get the best out of a compromise?
• Do you want to confidently negotiate?
• Do you need to know how to deal with negotiation tricks?

If the answer is "YES" - this is the course for you!

We will show you how to prepare for and conduct your negotiations in a way that keeps you in control and place the emphasis on creating a win-win result not entrenching positions.

There will be plenty of practice and a chance to try out techniques in a safe environment so that you can become comfortable and confident with your new skills.

The whole programme is based on tough, realistic negotiations which are relevant to the delegates. It gives delegates the opportunity to consider how they are seen by others, and to consider their personal impact when negotiating.

Course Objectives

On completion of this training course, delegates will be able to:

• Learn how to prepare for a successful negotiation
• Understand you negotiate all the time (whether reluctantly or confidently)
• Learn the various 'tricks' that try to force you into a corner and know how to remove these obstacles without losing position
• Understand how to get to what they want not what they say they want
• Understand what you want versus what you need, how far you can go if forced to compromise and what would cause the deal to collapse completely
• Create a personal action plan to enable you to put what you have learned into action when you get back

From the Practical Workshops, students will:

• Experience in a number of negotiating scenarios to build skill and confidence
• Try out techniques to eliminate hardball tricks
• Practice actively listening to understand where other people are coming from
• Practice changing someone's opinion by using their reasons not your own
• See how you are seen by others in a negotiating scenario and assess your personal impact
• Deal with intimidation, tough negotiators and deadlocked negotiations

Intended Audience

This course is intended for:

• Anyone who needs to make deals that benefit all sides, and who wants to increase their performance in negotiations with suppliers, customers and internal teams and even their own staff.

Benefits for your Company

Staff who can negotiate confidently will usually make a far better deal than those who are unprepared or nervous. Also, confident negotiators help customers avoid experiencing 'buyers remorse' from a deal too easily won and allows staff to feel empowered by the focus on a mutual win. There is an obvious win to the bottom line from staff who can confidently get the best deal whilst ensuring suppliers do not have to downgrade quality to achieve it.

Benefits for You

Gaining confidence in this area will enable you to negotiate in all manner of situations and thus create better deals for yourself, your colleagues, your company and your family and friends. This will mean you and anyone associated with you will get better value for money and better solutions as you will employ creative solution finding to resolve issues not to compromise on positions.

Publicly scheduled dates, locations, and prices

Outline Course Contents

Introduction and Welcome

You will meet other negotiators and discuss the best negotiators you have seen / heard of and why they are so effective. An experienced, friendly trainer will help you visualise where you want this course to take you.

What is Negotiation?

We will summarise the negotiation process and bargaining range and the variety of methods employed in closing deals. We will look at the structure of a negotiation and the possible outcomes. Win-win, win-lose, lose-lose and what the effects of those deals are. You will discuss best practice to review your performance in negotiations to date.

Win-Win Negotiation

You will look at the various types of language and behaviour to create win-win outcomes and those to avoid. You then practice identifying and using them.

Creating Collaboration

Negotiators who focus on identifying their own interests and the interests of their counterparts and establishing a range of options for meeting those needs demonstrate a concern for mutual benefit and fairness. You will be able to operate flexibly, adapting as circumstances change or new information comes to light.

We will look at 7 Elements of Collaborative Negotiation to achieve successful, implementable outcomes with a focus on building and maintaining positive relationships with counterparts.

• Interests
• Options
• Legitimacy - criteria
• Alternatives
• Communication
• Relationship
• Commitment

Team Negotiations

We will discuss choosing the team, planning the different roles the team has, briefing the team and working together. You will practice working in a team negotiation scenario.

Overcome Deadlocks

You will identify learn the ways to deal with hostility, intimidation and how to manage a tough negotiator. We look at tactics and difficult personalities.

You role play tough situations so you feel confident facing them should they occur in the real world.

Negotiation Styles

You will be shown the various styles negotiators take (Results, Relationship, Stability or Analysis focus) then shown how to structure your negotiations in the best way for other styles to be convinced.

Summary and Action Plan

You will review the main points of the course in an interactive way and decide what key points you will take away to work on first.