Negotiation Skills
Negotiation is a key feature of business - almost everyone negotiates at some point in their business life. Key negotiations include purchasing goods and services for your business, negotiating on behalf of clients and negotiating legal agreements and contracts. Many people find that negotiation is not a natural skill for them. If you need to develop the negotiating ability of yourself or your team then please call us on 0845 122 7117 or email
Winning Negotiations
Empathy Negotiations
Winning Negotiations
OVERVIEW
Have you ever walked out of a negotiation with an agreement and felt disappointed with the final outcome? Perhaps you wanted to take a firmer stance in a negotiation and not dared to risk the deal or the relationship with the other party? Or have you ever been tough in a negotiation and been surprised that you lost the deal?
Winning Negotiations is a two or three day workshop. You will discover how successful negotiators think and operate. You will also gain new insight into your own negotiating behaviours before discovering and practicing new approaches.
The programme is insightful, thought provoking and a catalyst for personal development. We use extensive role plays and feedback which provide memorable and meaningful learning. This will translate into superior business results.
1. The Foundation
Thro' the Looking Glass
Successful Negotiators
The Guiding Principles
2. Establishing your Negotiating Power
Creating Advantage
Handling Concerns
The Two Way Mirror
3. Establishing a Collaborative Climate
Building Empathy
If I keep repeating myself..!
An Easy Win
4. Preparing for Success
The 3D View
The Psychology of Trading
High Value, Low Cost Options
5. The Negotiation
First Impressions
Driving the Agenda
Using the Three Phases
Control Techniques
6. Finale
Thro' the Looking Glass (2)
Something Old, Something New, Something Borrowed
"The negotiation programme and your coaching have made a huge difference to the multi million pound customer and partnership negotiations I have been leading. My ability to anticipate and therefore resolve issues has worked on three levels
- enhancing partner and key account relationships
- closing these contracts
- agreeing favourable financial and contractual terms "
Senior Account Manager, Xerox Global Services
Empathy Negotiations
Negotiating success is down to three factors- competence, experience and temperament. Whilst the first two may be obvious, the third - temperament - is less obvious. Temperament is the non-logical way in which we approach life and is a powerful driving force behind what we do and how we do it.
The Empathy Negotiating Programme firstly teaches participants a way of quickly reading and understanding personality; both their own and the other party's. Secondly it teaches a set a negotiation strategies and tactics for the personalities involved. These are based around the three crucial variables of information, time and power.
This is an extremely powerful approach as we know that business decisions, even the major ones, are driven by a combination of emotion as well as logic.
COURSE OBJECTIVES
- Improve negotiating techniques when acting on behalf of either yourself, your organisation, or your clients,
- Obtain concessions and break deadlocks
- Generate collaborative commitment from all parties
- Better work as a member or leader of a negotiating team
CONTENT
The seven personality styles and what they mean
How to quickly spot the different personality styles
The three crucial variables in negotiating - information, time and power - and how each style will view/use these
Negotiating strategies with each of the styles
Adopting the best 'negotiating style' for each personality
How to work with concessions - their value and the dangers
Handling deadlocks in the best way according to personality
Obtaining commitment
Strengths and weaknesses of each personality style in negotiations, and how to make best use of natural temperament
Return
By the end of the first day participants will have a firm grasp of the seven styles and the ability to recognise them. By the end of the second day participants will know what negotiating style to adopt to obtain collaboration from each style, how best to extract concessions, break deadlocks and which commitment techniques will work best for different individuals and why. They also learn how to bring together disparate individuals into successful negotiating teams.
