This workshop aims to equip participants with awareness of the negotiation process and the tools, techniques and methods negotiators use to achieve better outcomes.
Introduction
This intensive one-day workshop explores negotiation from start to finish, and the behaviours and methods that can be deployed throughout the negotiation process.
This course is designed for:
The workshop will benefit those newly involved in the negotiation process, and those who wish to refresh their appreciation of the skills and behaviours which underpin superior performance.
Course structure
A practical one-day workshop consisting of nine session involving exercises, case studies, presentations and trainer-facilitated discussions. Each of the sessions will be led by an experienced facilitator and will feature the key principles and practical methods which may be used in the negotiation process, together with practical case study sessions to maximise the transfer from the workshop to the workplace.
Benefits of attending
Attendance will improve awareness of the negotiation process and the importance of planning and preparation, as well as what to do and say at each phase of the process.
As well as this participants will gain three key benefits from attending:
- Greater appreciation of the importance of preparation and planning to achieve better outcomes
- Greater confidence in knowing what to do and say at each phase
- Reduce likelihood of losing value through making elementary mistakes in the negotiation process
Key learning outcomes
By the end of the workshop delegates will be able to:
- Describe the negotiation process in terms of the end to end process and demonstrate the behaviours that are appropriate at each phase
- Conduct negotiation planning in a way that allows the organisation to define what are the key objectives and how they may be achieved
- Perform in negotiations in a way that makes realisation of negotiation objectives more likely
- Demonstrate a range of persuasion methods and behave appropriately in deploying each of them
- Describe how the negotiator may control the conduct the negotiation and demonstrate capability in performing these behaviours
Course Content
The negotiation process
- Planning for the negotiation
- Building person to person relationships
- Probing the issues
- Deploying persuasion methods
- Reaching agreement
What makes a good negotiator?
- Behaviours that help realise better outcomes
- Behaviours that are not helpful
- Understanding who has the balance of power
Planning for the negotiation
- Identifying negotiable issues
- Setting objectives
- Considering the likely range of settlement with the other party
Building person-to-person relationships
- Managing the greeting phase
- Managing the social phase
- Building rapport with the other party
- Signalling migration to the business agenda
Probing the issues
- What are our assumptions?
- What don’t we know?
- What questions may the other party ask?
- Questioning and listening skills
Deploying persuasion methods
- Using facts, data and information
- Using power, leverage or coercion
- Using bargaining with a single issue to reach agreement
- Using bargaining with multiple issues to reach a win/win outcome
Reaching agreement
- Dealing with rejection
- Managing counter-offers
- Making concessions
- Summarising the agreement
Tactics and ploys
- Ethical standards of behaviour
- Managing time effectively
- Dealing with an impasse
- Traps that may lead to poor outcomes
Controlling the negotiation
- The power of an agenda
- Controlling the questions
- Using summary as a means to get back on topic
- Parking lots, whiteboards, and timeouts
