The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.
This course is CPD Certified with each day equivalent to 6.5 hours of CPD
Advanced Negotiation Skills for Maximum Speed and Great Results
WHO SHOULD ATTEND?
Senior sales and procurement officers and top talent in the organization that want to elevate their negotiation skills to an advanced level so that they can get the very best results from their negotiations in pursuit of the organization’s goals.
Effective negotiation is fundamental to everyday business life and a key element in any business result. Everyone does it; but not everyone does it well. Knowing how to negotiate effectively will help you to get a better result every time. Advanced negotiation skills are required to build competitive edge whilst maintaining presence that allows you to build positive relationships and maximum value. Mastery of the advanced negotiation skills is vital for effective leader and leadership and driving business growth.
Advanced Negotiation Skills is a proven and very practical approach to negotiation that covers the advanced elements of the negotiation process. The program takes a holistic view of negotiations at an advanced level and introduces the delegate to the knowledge, skills and attitude required to behave effectively and confidently manage complex negotiations to a great result.
The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.
By the end of this course delegates will be able to:
✓ Determine your role as a negotiator
✓ Determine how to maximize profits and value in every negotiation
✓ Determine the non-verbal elements of negotiation
✓ Identify advanced techniques in contract negotiation
✓ Identify how to manage the emotional and behavioural dimension of negotiation
✓ Identify techniques to establish a positive negotiating environment
✓ Identify a toolkit that offers a range of options and solutions to trouble spot, bargain and close any deal
✓ Recognize how to assess risk and implement contingency in event of non-agreement
✓ Produce drive to self-develop in negotiation
✓ Produce positive impact on the overall performance of each delegate and the organization
DAY 1 • ADVANCED NEGOTIATION FUNDAMENTALS
Relevance and importance of negotiations
Working in pairs role play a given scenario (scenario to be advised on the day)
Purpose is to demonstrate the power of non-verbal communication and its effect on parties present at a negotiation meeting
The five phases of the negotiation process
Individual creates the objectives of a recent negotiation they have been involved in. Group discusses the relevance of the objectives
Activity: Planning a negotiation
DAY 2 • ADVANCED NEGOTIATION IN ACTION
Group activity of buyers and suppliers. A scenario (to be advised on the day) is given to the groups for them to work through and present their responses.
The activity can be interpreted in various ways but invites mistakes and avoidance of mistakes
Practice Makes Perfect
Scenarios will be provided to enable the participants to plan, hold a negotiating meeting and close the deal. Results of this activity allow for teams to consider difficulties, mistakes and communication and influencing skills and identify where their own skills might be strengthened. Teams will role play the scenarios and present their findings to the group
Key Learning Review
Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.
ON-TRACK FOR GROWTH
The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.
REGISTER FOR THIS COURSE
To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.