Overview

This two-day negotiation training course covers skills for business and workplace contexts
You will build strategies and confidence for individual, group and multi-party negotiation

After this course you will be able to:

  • Identify the most appropriate approach when negotiating across a range of issues and with a range of parties.
  • Understand the importance of thorough planning and preparation when crafting your negotiations.
  • Design a robust negotiation process that works for you.
  • Understand the importance of your behaviour when negotiating.
  • Manage emotion and motivate towards a win-win outcome.
  • Use the appropriate communication approach when negotiating up, across and down the organisational chart.

Who should attend?

This workshop is for both managers and those whose roles require higher level negotiation skills. It will help delegates enhance their basic negotiation skills to achieve a higher degree of success. If you are already involved in negotiations with customers, suppliers and colleagues both inside and outside your organisation and want to broaden your skill-set then this course will offer you an insightful, safe and interactive platform in which to do this.

Please note: this is not a sales negotiation or purchasing negotiation course. If you are interested in sales negotiation, please refer to our ‘Sales Negotiation’ course. If you are interested in purchasing negotiation please refer to the ‘Negotiating with Suppliers’ course.

Learning outcomes

Topics include matching styles and tools to contexts and effective approaches to planning

  • Identify the most appropriate approach when negotiating across a range of issues and with a range of parties.
  • Understand the importance of thorough planning and preparation when crafting your negotiations.
  • Design a robust negotiation process that works for you.
  • Understand the importance of your behaviour when negotiating.
  • Manage emotion and motivate towards a win-win outcome.
  • Use the appropriate communication approach when negotiating up, across and down the organisational chart.

Outline

Module1: Developing Negotiation Behaviours

You’re not trying to control the other person’s behaviour. You’re trying to control your own.” William Ury, Author of Getting to Yes.

  • Transactional, collaborative and creative negotiations
  • Analysing your personal communication style
  • Flexing your communication style to motivate others towards a win-win outcome
  • Building relationships and gaining cooperation from others
  • Using non-verbal communication to build rapport to influence viewpoints

Module 2: The Biology and Psychology of Stressful Negotiations

The biology and psychology of the decision making process

  • Identifying what behaviour characteristics people adopt when in stressful situations and the impact on others
  • Managing the problem not the person

Module 3: Eight-Step Approach to Workplace Negotiations

How to follow an easy to apply process that promotes confidence, gives structure and a professional approach

  • How to adapt the process to the situation and climate
  • Identifying value and assessing your strategy for risks
  • How to motivate other parties and move towards a win-win outcome

Module 4: Skills Practice and Case Studies

Researched and developed case studies that allow learners to apply techniques

  • Safe supportive skills practice using real life work-based situations
ISOC trainers

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