About

Are you getting the most from your negotiation?

COURSE OBJECTIVE
Refine and develop your existing negotiation skills - improve your credibility, confidence, business relationships and negotiation outcomes.
While a great deal of time is spent attempting to reach agreements with the professionals around us, getting what we want from another person can often be an exercise in frustration. The truth is that conducting a successful negotiation is not simple.

Designed specifically to help you refine and develop your existing negotiation skills, Mastering Negotiation: The Art of Skilful Negotiation and Influence is a ‘hands-on’, concentrated course that offers sound strategies to improve your business relationships and results in negotiation settings. The workshop includes a focus on practical negotiation planning, exploring how to define entry and exit positions, and determining variables for trading and bargaining. It examines how to create rapport, establish tone and maximise advantage in opening gambits, and offers practical tips on effective questioning and listening techniques so that you can leverage your understanding of what the other side wants to achieve.

The course also looks at how to conduct and close negotiations to avoid premature concessions, optimise trading, handle common negotiation ploys, and break the deadlocks to agreement. Benefit from a unique opportunity to test critical negotiating skills in a challenging yet relaxed environment.

Secure your competitive edge, build profitable working relationships, and get the most from your negotiations by registering for Mastering Negotiation: The Art of Skilful Negotiation and Influence today!

8 GREAT REASONS TO ATTEND
1. Achieve more from your negotiations by understanding how to effectively prepare, open, conduct and close negotiations
2. Negotiate strategically for the best possible outcome by knowing how to define entry and exit positions, determine variables for trade and prioritise your interests
3. Leverage your understanding of what the other side really wants by learning skilful questioning and listening techniques
4. Confidently trade and bargain for what you want by building offers and counter-proposals that negotiate on total value
5. Avoid premature concessions by knowing how to interpret offers and opening gambits
6. Recognise and manage negative negotiation tactics with confidence and professionalism
7. Understand when to close the deal by exploring ways to manage deadlocks and recognise closing signals
8. Negotiate strategically for the long-term by building on past negotiations and optimising relationships

COURSE BENEFITS
• Achieve more from your negotiations by understanding how to effectively prepare, open, conduct and close negotiations
• Negotiate strategically for the best possible outcome by knowing how to define entry and exit positions, determine variables for trade and prioritise your interest
• Leverage your understanding of what the other side really wants by learning skilful questioning and listening techniques
• Confidently trade and bargain for what you want by building offers and counterproposals that negotiate on total value

Agenda

The Art of Negotiation
• Getting clear on what a negotiation really is in your mind and theirs
• Your beliefs and values about negotiation, and whether they help or hinder you
• Ensuring a productive and objective mindset to maximise your ability to influence
• Cementing the five stages of negotiation to clarify your “roadmap” and put you in the driver’s seat
Activity Challenge: Arguing both sides of an issue

Planning the Negotiation
• Understanding your own bargaining position
• Examining potential opposition and assumptions that need to be tested
• Rationalising and prioritising your interests and their’s
• Recognising where the power lies and identifying the greater motivation for change
• Defining entry and exit positions, settlement range, variables for trade, and ‘trip-wires’
• Realigning the ‘at all costs mentality’ for a more strategic negotiation
Activity Challenge: Using planning tools

Opening Negotiations and Creating Rapport
• Building trust and understanding – setting the tone for the interaction
• Managing boundaries, using agendas to uncover potential hooks and snares
• Maximising advantage and influence through your opening gambit
• Skilful questioning strategies and listening techniques to understand what your negotiating partners really want
• Recognising how body language and voice quality affect your negotiation
Activity Challenge: Designing and delivering powerful opening gambits

Influencing the Outcomes of Your Negotiation
• Testing the water - checking assumptions and avoiding premature concessions
• Using simple persuasion techniques to shape your argument and approach
• Understanding how to trade and bargain using your prioritised variables
• Leveraging the interplay between cost and value
• Handling negotiation ploys and ‘dirty tricks’ that can potentially cause conflict
• Using assertiveness to optimise and influence outcomes, and protect yourself along the way
• Recognising a true ‘win/win’: achieving the best possible outcome
Activity Challenge: Exploring the expand phase to uncover interests

Overcoming Barriers and Closing the Deal
• Reading signals for closing
• Breaking deadlocks and overcoming obstacles to agreement
• Diffusing objections through re-framing and problem solving
• Negotiating strategically for the long-term: achieving agreement and commitment
• Second and third phase negotiations and capitalising on a history of agreement
Activity Challenge: Overcoming objections and remaining open to “closing the deal”

This programme is strongly interactive, including negotiation simulations, discussions and practical activities designed to enable participants to apply the concepts and techniques examined in the course.

Facilitator

In-house Training