Effective Negotiation Skills

Participants of this course are expected to be able to understand the content proposed below and use it in theory and practice;

Introduction to Negotiation Skills

• What is the negotiation and why it is important?
• When it is acceptable to negotiate
• Potential benefits of successful negotiation skills
• Consequences of poor negotiation skills
• Negotiating within a modern business environment

Understanding Negotiating Strategies

• Outline of the most common negotiating strategies
• Identifying distributive and integrative tactics
• Analysing when and how these tactics are used
• Difference between soft and hard negotiating skills
• Understanding principled negotiation tactics
• Identifying potential outcomes based on these strategies
• Cultural implications of negotiation strategies

Negotiating Behaviour and Personality Types

• Understanding differing behaviours
• How to adapt your behaviour to suit the negotiation
• Possible outcomes and conflicts of each behaviour type
• Understanding personality types and how they influence negotiations
• How to identify and negotiate with each personality type
• Key behaviours of a skilled negotiator
• Understanding body language and non-verbal cues

The Negotiation Stage

• Learning the four key stages of any negotiation – Prepare, Debate, Bargain, Close
• Planning your negotiation effectively
• Preparing yourself for a productive debate
• Bargaining skills to achieve your desired outcome
• Maximising the negotiation experience
• Identifying and adjusting the power balance
• The seven elements of a great negotiation

Negotiation Success

• How to achieve a successful close
• Identify the key stages of a successful negotiation
• The importance of a win-win scenario
• Closing out the negotiation process positively and productively
• Working in cooperation to ensure productive outcomes
• Establishing and developing a continued professional relationship

Other Negotiation Outcomes 

• Identify key final stages of an unsuccessful negotiation
• Exploring other potential outcomes 
• Knowing when to walk away
• Understanding opponent behaviours at the closing stage
• Key next steps in case of BATNA
• Re-evaluating and reprioritising goals

Dealing with Difficult Negotiations

• How to identify a difficult negotiator
• Avoid key negotiation mistakes
• Identify bullying, threatening or intimidating behaviours
• Effectively adjust your style to suit the situation
• Assertiveness vs aggressiveness and how to tell the difference
• Use of emotional intelligence (EQ) skills

Strategic Negotiating for the Future

• Developing your strategic plan for negotiating
• Utilising your learning to prepare for different negotiation styles
• Group work and role-play to test out different outcomes
• Defining the importance of EQ and conflict resolution
• Avoiding negative negotiation experiences
• Key stages of preparation and strategic negotiation planning