Negotiation Skills

For a confidential discussion about your current and future requirements please call Carter Doran on our Client Tel no 0845 689 9500

Course Aims:

This course is designed to equip participants with the essential skills for effective negotiations both internally and externally to their organisation.

Course Objectives:

At the end of this course participants will be able to:

  • Understand the underlying principles and concepts of negotiation.
  • Identify various strategies for reaching agreement.
  • Negotiate effectively in a range of situations.
  • Close the ‘deal’.

Course Duration:

1 Day

What is Negotiation?
  • Defining negotiation
  • Negotiation as a process
  • Win – Win strategies
  • The value of Win – Win
Key Skills of an Effective Negotiator
  • Identifying Key Skills
  • Building rapport – tools & techniques
  • Questioning & listening
  • Reading and responding to non verbal communication
Preparing to Negotiate
  • Defining objectives and purpose
  • Clarifying issues
  • Understanding other party and position
  • Planning compromises and concessions
  • Deciding on acceptable level of agreement
Presenting your position
  • Benefits of flexibility
  • Behavioural styles
  • Identifying and responding to different styles
Gaining agreement
  • ‘Agreement’ signals
  • Overcoming objections – tools for gaining agreement
  • Closing the negotiation
Action planning
  • Transferring learning back to the workplace