Effective Negotiation Skills

This is a 1 day course

1. See bottom of page for scheduled course dates.

2. Remember, all of our open courses can also be run as bespoke courses, tailored to your organisation's specific needs and requirements.

Who will benefit: Personnel within the company who are involved in negotiations with internal or external customers, buyers and complainants. This practical two-day workshop is suitable for both those who are new to negotiating and those wishing to refresh and expand upon their existing experience.

Objectives: By the end of the Effective Negotiation Skills course, participants will be able to:

• Understand the importance of preparation and how to set about it
• Use a proven model to move through the stages of negotiation to work towards a win-win situation every time
• Explain the different styles of negotiating
• Establish both their and the other party's bargaining positions
• Effectively close and confirm the negotiation
• Demonstrate their negotiation techniques

Module One - An introduction to negotiation

• Assessment of your current negotiation strengths and improvement areas
• What is negotiation?
• Why do negotiations break down?
• How successful are you in negotiation?
• The negotiation model – the four stages

Module Two – The preparation stage

• The importance of preparation
• Why we need to prepare
• What to prepare
• Preparing a range of objectives
• Constants and variables
• Researching the other party

Module Three - The discussion stage

• Rapport building
• Opening the negotiation
• Questioning techniques
• Listening skills
• Controlling emotions
• Spotting the signs - Non-verbal communication and voice clues

Module Four – The proposing stage

• Stating your opening position
• Responding to offers
• Adjournments
• Effective tactics to employ

Module Five – The bargaining and closing stage

• Making concessions – the techniques
• Closing techniques
• Confirming agreement

Scheduled Courses:

Unfortunately this course is not currently scheduled. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.

General Information:

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For further details about how we can help you with your training needs, please contact one of our specialist interpersonal skills training advisers at our Associated Training & Consultancy offices on:
Telephone: 0115 984 9940
Fax: 0115 921 5352
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