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