The Professional Negotiator
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The Professional Negotiator Course
Introduction:
The role of a negotiator extends beyond simply engaging with the counterpart across the table; it involves overseeing and managing the entire negotiation process. While this may seem straightforward, a closer examination of the negotiator's roles and responsibilities reveals the complexity involved in negotiation management. Neglecting any of these roles can make the difference between a mutually beneficial negotiation that mitigates risk and an imbalanced negotiation that favors one party and sets the other up for failure.
A skilled negotiator possesses the necessary negotiation skills to guide you through the process of resolving business conflicts and reaching acceptable solutions with stakeholders. Negotiation skills are an essential component of effective leadership, as leadership involves using persuasion and negotiation to achieve favorable outcomes.
This training course focuses on preparing negotiation strategies, navigating complex and team negotiations, and addressing challenging situations and interpersonal conflicts. You will have the opportunity to discuss your current negotiation challenges and successes, and develop action plans to apply in similar situations in your workplace.
Course Objectives:
By the end of The Professional Negotiator course you will be able to:
- Have an in-depth understanding of negotiation and how to prepare for it
- Be able to differentiate between the TACTICS required to deal with a price challenge and the STRUCTURE required to negotiate agreements and contracts.
- Know how to win business without sacrificing margin.
- Have experienced the cut and thrust of negotiation from ‘both sides of the table’. Three situation role-plays are used to illustrate the material.
- Recognize phases involved in all negotiations
- Recognize key interpersonal skills needed at each phase
- Know how to prepare and plan before each phase
- Know your preferred negotiation style and its strengths and weaknesses
- Understand how blockages and deadlocks happen and what to do
- Know how influencing and persuasion skills contribute to a productive negotiation
- Be better able to handle difficult people and conflict situations
- Work more effectively as part of a negotiating team
- Improve your ability to actively persuade colleagues and other stakeholders
Who Should Attend?
This course is suitable for professionals aiming to understand key elements of the negotiation process and to improve their personal negotiation skills.
Course Outlines:
Introductions to negotiations
- What is negotiation?
- Different negotiation approaches
- Stages of negotiations
- Dealing with conflict
- Persuading and Influencing
- Planning for a negotiation
- Key negotiation stages
- Communication skills
- Action Planning
Common tactics
- Power in negotiations
- Advanced communication skills
- Negotiating in different contexts and cultures
- recognizing sales and closing techniques
- Negotiating as a team
- Putting it all into practice
- Action Planning
Win-win negotiation
- Determining limits
- Power balance
- Enquiring and listening
- Opening, conducting and closing negotiations
- Applying a win-win approach
- Adapting to feedback in both group and one on one situations
Problem / opportunity questions
- Benefits / Need Questions
- Negotiation tools for success
- Creativity and problem-solving techniques
- The importance of creativity in negotiation processes
- Creativity tools
- Creativity: a self-assessment tool
- Decision making techniques
- communication skills
- Active listening skills
- Outputs for asking questions
- The art of asking questions
- Conflict management methods
- Workshop: Creativity in overcoming negotiating challenges
Maintaining alliances: critical thinking for decision making
- Gaining control and using information – formal and informal
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building a personal action
Influence & persuasion skills in managing the alliance
- Challenges of meetings – group and individual strategies
- Positive influence of listening in challenging situations - good and bad news!
- Applying rules of influential presentations to maximize impact
- Maintaining compatible body language & using logic, credibility and passion
- Feedback and action planning