Basic Principles of Better Negotiation
Basic Principles of Better Negotiation
NEGOTIATION SKILLS BASICS
COURSE OUTLINE
Full details of modules and topics covered in this one-day course
DURATION
This is a one-day training course structured into 10 modules
COURSE AIMS
This intensive one-day course teaches the basics of negotiation, looking to provide delegates with a fundamental understanding of the negotiation process, so they can enter negotiations with an idea of what to expect. This will in turn allow them to start negotiating having planned sufficiently, knowing what they would like to achieve, and what fundamental mistakes they should be avoiding. They will then be confident that they can produce good outcomes.
TARGET AUDIENCE
Anyone, whether in a sales, purchasing or management role who needs to negotiate with others in order to achieve results. They may not have negotiated before in any official position, or received any previous instruction, and will want to go into future negotiations with defined expectations, understanding and plan.
MODULE 1: Introduction and Course Overview
MODULE 2: The Process of Negotiation
Learning outcomes:
Understand the 7 stages of negotiation which facilitate better planning, leading to reached goals.
Topics covered:
• Walking Away or Postponing Till Later
• Implementing the Resolved Agreement
• Obtaining Agreement and Gaining Commitment
• Negotiating for a Mutually Beneficial (Win-Win) Outcome
• Clarification of Goals
• Discussion
• Preparation
• The Seven Stages of Negotiation
MODULE 3: Possible Outcomes from Negotiations
Learning outcomes:
Know the 4 possible outcomes of all negotiations, when each may be reached, and when to walk away.
Topics covered:
• When to Walk Away
• Reaching a Win-Win Conclusion
• Reaching a Win-Lose Conclusion
• Reaching a Lose-Win Conclusion
• Reaching a Lose-Lose Conclusion
MODULE 4: Working Towards Win-Win Solutions
Learning outcomes:
See how best to aim for win-win outcomes for both parties by considering the other side.
Topics covered:
• Making the Opposing Team Feel They Have Gained a Victory
• Thinking that "Solving Their Problem is Their Problem"
• The Assumptions of a Fixed Pie
• Avoiding Premature Judgment
• Zero Sum and Non Zero Sum Games
• Brainstorming
• Broadening Your Options
MODULE 5: Negotiating Is Not Compromising
Learning outcomes:
Recognise the difference between negotiating and compromising, and how to avoid compromising while negotiating.
Topics covered:
• Compromising Versus Negotiating
• Avoiding Compromising
MODULE 6: Who Has Got the Power?
Learning outcomes:
Learn how to go into a negotiation with greater power, and how to retain as much as possible.
Topics covered:
• The Factors That Contribute To Power in a Negotiation
• Who Has the Most Information?
• Who Has Other or More Alternatives?
• The Danger of Appearing Desperate
• Sticking To Your Guns - Walking Away When You Should
MODULE 7: Reading the Styles of Negotiators
Learning outcomes:
Observing and learning the different styles of negotiators and the patterns you need to adopt for each, individually and as a team.
Topics covered:
• Negotiating Within a Team : Exercises
• Soft Negotiating: Recognising and Using It
• Hard Negotiating: Recognising and Using It
• Other Negotiating Styles: What Works Where?
• Review of Individual Negotiation Styles
• Thinking that "Solving Their Problem is Their Problem"
MODULE 8: The Successful Negotiator
Learning outcomes:
• Learn and assess the characteristics and interpersonal skills that make up a successful negotiator.
Topics covered:
• Characteristics of the Successful Negotiator - and How to Become One
• A Multi-Dimensional Array of Interpersonal Skills
• Inventory of Negotiation Skills
MODULE 9: Mistakes to Avoid When Negotiating
Learning outcomes:
• Work through the most typical mistakes made while negotiating, and learn how to avoid making them.
Topics covered:
• Not Showing the Other Side How Their Needs Are Met
• Not Asking For What You Want
• Sounding Desperate
• Talking Too Much
• Giving a Concession Without Getting Something In Return
• Focusing on the Wrong Things
• Giving Away Information
• Not Preparing Thoroughly
NEXT CLASS DATES
Dec 3, 2019 - Bristol Easton BS5 - £249
Dec 10, 2019 - Leeds West One - £249
Dec 17, 2019 -Birmingham Queensway - £249
Dec 18, 2019 - Tower Bridge - £249
Jan 14, 2020 - Manchester Piccadilly - £249
Jan 22, 2020 - London Victoria - £229