Realising the Power of Influencing and Negotiation

Duration 2 days

Good negotiating is an essential skill to influence the outcome to a commercial process, where the parties may have different perspectives, positions and business interests. It is about achieving agreements that are right for the various parties in order to develop the business and build effective long-term relationships.

Negotiation is a skill at the heart of everyday business, contributing towards cooperative and fruitful relationships between individuals and groups at any point on the service chain. It ensures both good relations and the achievement of desired outcomes and thus must be focused towards maintaining a win-win equilibrium. Good negotiating also prevents a problem becoming an argument. Ideally it should enable people to reach an agreement that is right for both parties thereby promoting good long-term relationships.

This course is suited for people who need to develop commercial relationships with customers, suppliers and colleagues that promote business interests and builds positive relationships with the other parties.

The objective of the programme is to implant the skills and techniques of good negotiating practices so that conclusions are reached by intent rather than by chance.

Specifically, the course objectives are to:

Analyse delegates current negotiating behaviours and skills
Explore alternative behaviors and skills that maximize negotiating ability
Understand the negotiating process
Provide a template for planning and executing negotiation situations successfully

By the end of this programme, the delegates should be able to:

Understand the structure underlying all negotiation
Use the most appropriate strategies, skills and tactics for effective negotiation
Put new skills straight into practice confidently
Pick up signals, make proposals, bargain and trade effectively
Break any deadlocks stalling the negotiation
Cope effectively with more difficult people
Recognise when and how to make concessions
Secure win/win results

Course Content

Evaluating your current negotiation approach
The Negotiators essential skills and attributes checklist
The interpersonal skills of negotiation
Assertive communication in negotiation
Transactional Analysis – Ego States
The Eight Steps of the negotiation process
Practicing negotiating behaviour – a role play
Individual/team negotiation
Influencing for negotiation
Negotiation in different situations – teams or individuals
Conflict
Difficult Situations
Practicing negotiation – behaviours and process (role play 2)
Action Planning

Assertiveness
The course was just the right length; my attention was kept throughout the course. Carolyn is a very good trainer who is interested in delegates own situation

Port of Felixstowe

Corporate Telephone Techniques
Very Knoweldgeable. Brought group out of their shell.

Prospects Training Solutions

Introduction to HR
Very interesting course. I enjoyed discussing some of the case studies and subjects. Carolyn (the trainer) was very informative.

Anglia Care Trust