Effective Negotiation: Bargaining for Advantage

In most professional and personal situations, being a good negotiator gives you an instant advantage. Studies show that having good negotiation skills plays a vital role in your success, as well as your potential for advancement. Today's Environment requires strong negotiation skills to close business, expand relationships, defend pricing etc. Internally, being a good negotiator helps you to deal with conflict, reach agreements, find solutions to tough problems, and achieve important goals for yourself, your department, and the organization. Securing agreements, be that between you and clients, suppliers, management, or other outside connections is an everyday part of modern business culture. If you have negotiated well, the extra benefits fall to you, if you have not negotiated well, the extra benefits simply fall to the other party. Modern management skills rate the value of good negotiation skills as vital for managers to progress in their careers as the skill will be called on frequently and its results are easily measured. Equally, if you are in sales or sales management, a staff representative, or managing a team, the skill of negotiation cannot be underestimated.

Learning Objectives:

• Enhance negotiation skills to optimize mutual, win-win outcomes.
• Clearly define and set desired outcomes, goals, walk-away points, and alternative options.
• Develop an understanding of the disparity between positions and interests in negotiations.
• Identify and rectify common negotiation mistakes for improved effectiveness.
• Effectively manage ego and trust issues to ensure the success of negotiations.
• Overcome any inherent reluctance to engage in negotiation processes.
• Acquire knowledge of the distinctions and advantages of influence and persuasion to attain your goals.
• Boost confidence by thoroughly assessing the strengths and weaknesses of a deal and strategically using information about the other party.

Key Topics;

• Guide to Negotiation
• The power of words, tone of voice and non-verbal when Influencing, Persuading & Negotiating
• Using Assertive Behaviour to ask for what you want
• Making a compelling case for something you want
• Managing resistance and conflict
• Understanding Others in the Context of Influencing, Persuading & Negotiating
• Identifying your Natural Negotiating Style