NEGOTIATION SKILLS

The process of negotiation is no longer reserved for select occasions when trying to bargain the best price with suppliers or a pay rise with upper management. Due to the increasingly connected and complicated modern international business environment, negotiation is now a more regular part of our lives, whether we know it or not.

By developing your skills as a trained negotiator, you will see improvements far outside the normal cost benefits in trade negotiations. You will start to develop better professional relationships, improve your emotional intelligence, and develop a greater understanding of the corporate world which you are a part of.

Have you ever found yourself feeling out of your depth in a high-level negotiation environment? How many times have you walked away from a client meeting feeling that you could have obtained a more successful outcome?

Upon successful completion of this course, you should be able to –

• Identify and understand the different types of negotiation techniques
• Recognise common negotiating techniques when they are being used against you
• Enter into any negotiation environment feeling confident and prepared
• Have a deeper understanding of the behavioural and personality-driven factors
• Identify techniques for conflict resolution and diffuse tension or hostility
• Encourage your peers and team members with techniques for improving their negotiation skills
• Distinguish between hard and soft styles of negotiating and understand when these are being used
• Build greater rapport with others and develop stronger professional relationships

Module One – Introduction to Negotiation Skills

• What is the negotiation and why it is important?
• When it is acceptable to negotiate
• Potential benefits of successful negotiation skills
• Consequences of poor negotiation skills
• Negotiating within a modern business environment

Module Two – Understanding Negotiating Strategies

• Outline of the most common negotiating strategies
• Identifying distributive and integrative tactics
• Analysing when and how these tactics are used
• Difference between soft and hard negotiating skills
• Understanding principled negotiation tactics
• Identifying potential outcomes based on these strategies
• Cultural implications of negotiation strategies

Module Three – Negotiating Behaviour and Personality Types

• Understanding differing behaviours
• How to adapt your behaviour to suit the negotiation
• Possible outcomes and conflicts of each behaviour type
• Understanding personality types and how they influence negotiations
• How to identify and negotiate with each personality type
• Key behaviours of a skilled negotiator

Module Four – The Negotiation Stage

• Learning the four key stages of any negotiation – Prepare, Debate, Bargain, Close
• Planning your negotiation effectively
• Preparing yourself for a productive debate
• Bargaining skills to achieve your desired outcome
• Maximising the negotiation experience
• Identifying and adjusting the power balance
• The seven elements of a great negotiation

Module Five – Negotiation Success

• How to achieve a successful close
• Identify the key stages of a successful negotiation
• The importance of a win-win scenario
• Closing out the negotiation process positively and productively
• Working in cooperation to ensure productive outcomes
• Establishing and developing a continued professional relationship

Module Six – Other Negotiation Outcomes 

• Identify key final stages of an unsuccessful negotiation
• Exploring other potential outcomes
• Knowing when to walk away
• Understanding opponent behaviours at the closing stage
• Key next steps in case of BATNA
• Re-evaluating and reprioritising goals

Module Seven – Dealing with Difficult Negotiations

• How to identify a difficult negotiator
• Avoid key negotiation mistakes
• Identify bullying, threatening or intimidating behaviours
• Effectively adjust your style to suit the situation
• Assertiveness vs aggressiveness and how to tell the difference
• Use of emotional intelligence (EQ) skills

Module Eight – Strategic Negotiating for the Future

• Developing your strategic plan for negotiating
• Utilising your learning to prepare for different negotiation styles
• Group work and role-play to test out different outcomes
• Defining the importance of EQ and conflict resolution
• Avoiding negative negotiation experiences
• Key stages of preparation and strategic negotiation planning