Negotiation Skills

Duration 2 days

This two-day course has been designed for those who are involved, or about to be involved, in the process of negotiating. This course is appropriate for technical, non-technical staff, sales negotiators and buyers. In addition, those who compete with colleagues for budgets, resources and staff should attend.

The objective of the course is to develop the understanding and use of negotiating skills and to give practical guidelines on the necessary techniques and skills for achieving a win-win outcome and building future relationships in any negotiating situation.

Course content

Negotiating Situations
Why negotiate?
Negotiating as a specific skill
Sources of power within the negotiation

Win-Win
The philosophy of win-win
Long-term versus short-term business relationships
The value of win-win strategies

Preparation
Establishing objectives
Defining the strategy
Gathering information
Planning compromises and concessions
Identifying one's fall-back position

The Negotiation Process
Negotiating styles
Deciding tactics
Presenting one's case
Selling features and benefits
Knowing the other person's "shopping list"
Keeping hold of the interview
The search for variable

The Essential Skills of Negotiation
Understanding personalities
Building rapport
Keeping composure
Making the other side feel they are in control

The Bargaining Process
Making and seeking concessions
Negotiating gambits and ploys
Win-win in practice

Closing the Deal
Spotting signals
Overcoming objections
Breaking deadlocks

Essential Tools for Managers
Excellent – the most useful and relevant course I’ve ever attended

Permastore

Building an Effective Team
Very interesting and I saw things in myself that I didn't know were there

Colchester Borough Council