Negotiation Skills
Course Duration: One Day
Target Audience:
This programme is suitable for anyone wishing to improve their negotiation skills.
Course Objectives:
Develop understanding of key aspects of approach to negotiating skills and the
development of appropriate strategies to achieve outcomes
Develop knowledge of own interactive style profile for use in negotiating skills and
influencing situations
Develop skills in handling people interaction and behaviours including
confrontation and difficult behaviours
Build effective negotiation skills for use in business situations.
Course Outline:
Introduction, Objectives and Expectations
Interactive Exercise with Feedback and Analysis
Negotiation Skills
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Definition of negotiation
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Application of negotiation skills
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Attributes and skills of effective negotiators
Interpersonal Effectiveness Skills
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Basic principles of communications
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Primary methods of communications related to negotiation
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Communicating and reading body language
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Effective and active listening skills
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Interactive skills exercise with feedback and analysis
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Use of moving skills for influencing others in negotiations and profile analysis
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Assertiveness skills for use in negotiating
Negotiation Process
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Objectives, strategies and tactics – Collaborating or Positioning
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Stages in the process of negotiation Preparation phase
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Information sharing and bargaining stages
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Gaining agreement or failure to reach solutions
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Handling difficult interactions of conflict and aggression
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Uses of techniques to disarm anger and reduce conflict
Analysis and Discussion
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Analysis and discussion of participants’ negotiation situations to find appropriate solutions
Programme Review and Evaluation
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Extensive use will be made of exercises and scenarios to enhance learning