Negotiation Skills

Everybody negotiates all the time, at work, at home, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible.

This course will provide participants with guidance on how to conduct win-win negotiations. Practical exercises are used throughout to apply new negotiation skills. Participants will have the opportunity to fully explore how their own personal style and attributes can be successfully applied to the negotiation process.

Objectives

• Understand the key skills and processes necessary for successful negotiations
• Recognise the different approaches to the negotiating process and understand their implications
• Work on individual strengths and weaknesses to develop a personal style of negotiation that is powerful, sincere and effective
• Develop flexibility in their negotiation style
• Develop successful negotiating strategies that can be used according to the needs and demands of your organisation
• Identify and practise individual/group behaviours that are helpful in negotiations
• The six stages of the win-win style of negotiation
• Using questioning techniques to identify a negotiator's maximum and minimum objectives
• Types of power in negotiations; how to recognise and use them
• Using bargaining to build momentum and avoid deadlock
• Different types of closing techniques and how to use them

Target Audience

This course is focused on project managers, but could also be useful for those recently appointed to a sales position. These are the individuals who see the customer more often than the sales team and are pushed frequently to provide more than is in the original contract.

This course also helps individuals to understand what a good opportunity looks like within the customer base and what to do with it!

Duration

2 days