The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.

CERTIFICATION

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.

COURSE DESCRIPTION

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.

COURSE OBJECTIVES

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

COURSE BENEFITS

• Targeted (tailored) learning and development
• Instant new knowledge and skills
• Gain substantial increase in productivity
• Individual action plans to ensure immediate transfer of learning
• Tangible ROI

COURSE CONTENT

DAY 1 • ADVANCED NEGOTIATION FUNDAMENTALS

Relevance and importance of negotiations

• Agreeing on a definition for ‘Negotiation’
• Why negotiate?
• Who negotiates?
• The Benefits of Effective Negotiation

Negotiating styles

• Types of negotiation
  • Positional negotiation
  • Principled negotiation (Harvard Model)
  • Situational negotiation
• Adopting win – win or win-lose negotiation styles
• Knowing your strengths and weaknesses
• Exercise – Characteristics of Great Negotiators
• The 7 essential characteristics of a world class buyer
  • Motivation – getting other parties interested
  • Imagination
  • Professional knowledge
  • Courage
  • Understanding business politics – the ability to influence
  • Wisdom
  • Understanding others – communication skills
• Activity: individuals complete a SWOT analysis of themselves
  • Result of this activity highlights potential training needs for the individual
• Overcoming your limitations (linking your beliefs to your behaviour)
• Negotiator Personality Types
• Activity: Examining your style of negotiating
  • Individuals chart their styles on a chart. Enables individuals to assess how they might expect others to react to them during a negotiation
• Non-verbal communication
  • Activity: Communicating through body language

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

• Skilled negotiators do’s and don’ts

The five phases of the negotiation process

• Planning
  • Strategic Thinking in Negotiation
  • Defining objectives and strategy
• Knowing your boundaries – what is the real bottom line?
  • Activity: Defining objectives for a negotiation

Individual creates the objectives of a recent negotiation they have been involved in.  Group discusses the relevance of the objectives

• Activity: List the factors which can be planned for in a commercial negotiation
• Identifying the stakeholders – individuals or teams
• Prioritising the agenda

• Discussion
• Creating the right environment
  • Face to face or telephone?
  • Your place or theirs?
• Active listening
• Checking pre negotiation assumptions
• Questioning techniques
• The Proposal
• Getting the other party to declare first
• Using initiative and creativity
• Rejection avoidance
• Bargaining
• Attaching conditions to concessions
• Trading variables
• Making notes
• Closure
• Reaching agreement
• The do’s and don’ts of agreement
• Following up
• Monitoring performance

Activity:  Planning a negotiation

• In teams create a plan for an upcoming negotiation (scenario to be provided on the day). Teams to present their plan to the whole group

DAY 2 • ADVANCED NEGOTIATION IN ACTION

Persuasion techniques

• What is Persuasion?
• Activity: Reducing cost through persuasion
• Working in small groups construct an argument to persuade a supplier to lower the cost (scenario to be provided on the day). Arguments to be presented to the whole class to see if they are ‘persuaded’
• Methods of persuasion
• Gaining trust
• Resolving conflict and dispute
• Negotiation tactics
• Dealing with different personality types
  • Dealing with difficult negotiators
  • Dealing with frustrating negotiations
• The 2 categories of power bases

Negotiation Mistakes

• Negotiation Decision Making Traps
• Activity: Case study dealing with negotiation mistakes

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

• Activity: Case studies inviting the participants to practice negotiation techniques.

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

• Group discussion and professional feedback to consolidate key learning. Delegates will leave the day with a list of development activities to elevate their sales negotiation competency back at work.

IN ADVANCE

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.