Advanced Negotiation Skills

SCHEDULE

No schedule at the moment

If you have three or more candidates or you would like to run this course as an in-house programme, please contact us.

COURSE AIMS

Designed to review the vital core topics that are essential for any successful negotiation. Advanced Negotiation Skills is designed for experienced negotiators who are looking to develop their skills in the more challenging aspects of the negotiation process. We will review and apply the concepts already learned to help deal with more complex situations involving negotiation teams, multi-party negotiations and negotiators of varying skill levels

Role plays and small group activities provide immediate feedback that delegates can use to refine their skills.

COURSE AIMS

The programme is designed for managers, supervisors, team leaders, administrators, and anyone who has to negotiate as part of their job and wishes to enhance and update their current negotiation skills.

WHAT WILL YOU GAIN FROM THIS COURSE?

  • Discover a framework for analysing the context of the negotiation and preparing an optimal negotiating position
  • Understand the difference between preparation and planning
  • Familiarise yourself with best practice tools
  • Learn how to open and conclude a negotiation
  • Tactical plan to manage movement towards a desired outcome
  • Review key behaviours used by effective negotiators
  • Discuss the behaviours that have a negative effect on negotiations
  • Understand the concept of levers and bargaining and how to apply them
  • Negotiating from a position of partnership, not competition
  • How to deal more effectively and profitably with price objections
  • The different types of buyer behaviour
  • Learn to recognise negotiation tactics and stances
  • Communication and behavioural styles
  • Apply new and proven structure to business negotiations
  • Prepare and present a proposal at a final business negotiation stage

SAMPLE COURSE CONTENT

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

Planning for Successful Negotiations
  • Revision of the essential elements involved in negotiation
  • What kind of negotiator are you?
  • Self-Assessment – understanding behavioural patterns
  • Negotiation skills – best practices
  • Improving preparation and planning
  • How to research and establish the other persons position (business negotiation stance)
Structure your Negotiations
  • Understanding negotiation structure
  • How to best plan, prepare and coordinate a major business negotiation meeting or ongoing negotiations
  • Discover how to establish shore and longer term objective and opportunities
  • Understanding the basic legal and organisational requirements of what constitutes a ‘deal’
Verbal Negotiation Skills
  • Advanced Communication Skills
  • Active Listening Skills
  • Brilliant Body Language
  • Be aware of and use signals
  • Discover how to fully qualify the other party’s needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills
  • Pre-empting negotiation objection
  • Delivering assertive proposals
Non verbal Skills
  • Understanding the importance non-verbal communication and reading other people effectively
  • Buying signals
  • Creative use of variable within negotiation
  • Structure of business negotiations
  • Minimise and optimise concessions
Proposing and Packaging your position
  • Identifying key variables that can be negotiated
  • The power of ‘authority’ during your negotiations
  • The needs and motivations that exist in negotiation
Price
  • The key reasons people will pay your asking price
  • Key differences between selling and negotiating
  • Presenting ‘price’ in the most effect and persuasive manner
Negotiation -Tactics and Strategies
  • Key strategies and techniques to use in negotiation
  • How best to deal with the competition
Negotiation – Case Studies and Review
  • Case Studies
  • Feedback session
  • Planning worksheet and action plan
  • Negotiation ‘tool kit’

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

    • Group discussion
    • Individual and syndicate activities
    • Individual and group tasks
    • Case studies
    • Role plays
    • Audio and video evaluation
    • Action planning
    • Experiential learning games
    • Presentations

 

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