The Negotiation Skills Masterclass
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INTRODUCTION
Are you ready to transform your negotiation skills and boost your career? Look no further! Our comprehensive, hands-on negotiation course covers everything you need to know to become a confident, persuasive, and effective negotiator.
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COURSE OBJECTIVES
By the end of the course, you‘ll be able to:
- Understand what negotiation means in business and/or commercial context and how existing skills needed for negotiation can be either honed or improved
- Learn how to hone/improve/acquire better negotiation skills development through practice and technique and by watching more experienced colleagues in action in the workplace
- Recognize that for important negotiations, there is no substitute for detailed planning and thorough preparation
- Understand some of the science and why it matters such as “interests” and their impact on the outcome, options, BATNA and WATNA in negotiation, giving and receiving concessions, win-win and other similar elements
- Learn how to construct and deliver proposals confidently
- Learn how best to deal with challenging negotiations and to recognize that for some this is merely a high-stakes “game”
- Understand and through understanding learn how to master the psychological elements of negotiations with negotiation methods
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COURSE AUDIENCE
This course is made for:
- individuals from all walks of life who seek to improve their negotiation skills and achieve better outcomes in personal and professional settings.
- Professionals such as salespeople, managers, business owners, consultants, and entrepreneurs who regularly engage in negotiations as part of their job responsibilities.
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COURSE OUTLINE
Day One:
- What are your strengths and weaknesses when it comes to negotiation?
- What do we mean by negotiation?
- How does it differ from persuasion?
- The Process of Negotiation
Day Two:
- The “soft” parts of the negotiation
- The importance of behavioral elements
- The importance of psychological elements
- Setting realistic and achievable objectives in the negotiation
- The minimum communication skills needed for effective negotiation
Day Three:
- Assessing information in real-time
- Establishing rapport and setting parameters
- Is a Win-Win situation a realistic goal?
- What is the significance of interests?
- Understanding the difference between positions and interests
- Identifying and prioritising your interests
- Identifying and understanding the clients/counterparties’ interests
Day Four:
- What do we mean by this term?
- Planning and preparing for options
- Having a clear idea of deal breakers
- Generating and evaluating possible options
- The importance of setting an option matrix
- Evaluate the options
- Being realistic about where you think it will end
- Is there a “win” or would a near-win compromise be better?
Day Five:
- Setting clear objectives during the negotiation
- Being prepared to lose when it makes commercial sense
- When to say no and be prepared to walk away
- Key personality traits – most of us are a mix
- Behavioral approaches & body language
- The professional aggressor
- Deadlocks, Standstills & Concessions
- Tricks, Traps & Tactics – but be careful, use these sparingly and avoid if they fail
- When & Where to Negotiate – Electronic
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