OTSNS001 NEGOTIATION SKILLS - Self-Development

NEGOTIATION SKILLS (REF:OTSNS001)

Duration: 3 DAYS

Target Audience: Managers

Overview

This course is     ideal for those who need to influence, persuade and negotiate. This     workshop will teach you how to keep a cool head in the planning, delivery     and closing of a negotiation. You will learn how to assess and manage risks     should agreement fail, read the non-verbal signals, manage the emotional     and behavioural elements, make your bid assertively and secure the desired     outcome.

As a delegate, you     will be given an opportunity to examine ways to enhance your negotiation     outcomes, and will be introduced to the latest and most respected ideas and     techniques in influencing, persuading and negotiating. Using a coaching/ facilitating style, the     workshop leader will provide useful insights and practical opportunities to     blend your existing negotiations expertise with fresh, high-level insights     gleaned from best practice.

The     workshop will make extensive use of case studies to provide insight into     real-world situations. Further practice using role-plays and small group     activities will provide immediate feedback that delegates can use to refine     their skills.

Objectives

By the end of this     course successful participants will be able to:

• Understand how different          personalities negotiate and what motivates them
• Accurately profile the          personality of the person you are negotiating with
• Know which negotiating          style will work with each different personality
• Plan for a critical          negotiation
• Deal with deadlock and          difficult people in a negotiation
• Reach an agreement          constructively
• Close important deals
• Ensure that a negotiated          agreement holds

Course     content

The     dynamics of negotiations

· The     win/ win approach

· Focusing     on underlying interests, not demands

· Negotiation     as a process, not a result

· Underlying     values and beliefs

· Hidden     motivations and agendas

· Framing     the issues for consensus rather than dispute

Critical elements of negotiating

• The criteria of judging negotiation methods
• Mutual gains and bargaining
• Mutual gain options
• Positional bargaining

Interactive insights

· Interpreting     underlying messages

· The     role of body language

· Language     ability and voice quality

· Effective     listening techniques

· Sharp     questioning techniques

· Managing     conflict

· How     to enhance your emotional intelligence

· Social     styles

Advanced     negotiation skills

• Interactive          behaviours
• Developing          trust in negotiations
• Offers and          counter-offers
• Collaboration          v competition
• Inter-company          negotiations

Powers of persuasion

• The power of          persuasion – empathy and sincerity work
• Being a good          listener – why listening is so crucial
• Attention          please – keeping attention where you want it
• Making words          work for you – the power of psycholinguistics
• Negotiating          for mutual benefit
• Difficult          people and their behaviour
• The six steps          to influencing people
• How to say          ‘No’ to clients when you have to