Advanced Negotiation Skills
Advanced Negotiation Skills draws on neurolinguistic programming techniques and will provide those involved in purchasing, procurement, selling, contracts or client relations with innovative techniques and negotiating strategies which can be applied immediately on return to your workplace to improve your business relationships and your profitability.
Course Overview
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Designed specifically to help you refine and develop your existing negotiation skills, this "hands-on" concentrated course will give you innovative techniques and alternative negotiating strategies which can be applied immediately on return to the workplace to improve your business relationships and your profitability.
You will acquire the mindset of an expert negotiator and appreciate the "inner game" of beliefs and values as they apply to negotiations to enable you to significantly increase your ability in conducting effective negotiations and consistently achieve a "win-win" approach.
Benefiting from a unique opportunity to test critical negotiating skills in a challenging yet supportive environment, you will discover how you can secure a competitive edge whilst maintaining and building positive working relationships with your clients, suppliers and other third parties.
THIS COURSE WILL ENABLE YOU TO:
- Acquire a six-step process which you can use to plan your negotiations, so that you can be sure that you have all the bases covered
- Develop and refine the 5 key skills crucial for expert negotiations: creating rapport, sensory acuity, yes sets, needs definition & sending positive messages
- Gain a structure within which you can effectively apply your new-found skills
- Understand how you can build on your own strengths and overcome your weaknesses in a negotiating situation
- Acquire a blueprint which you can apply for each negotiation you attend
- Know how to avoid common pitfalls and effectively handle "dirty tricks"
WHO SHOULD ATTEND
This course focuses on advanced techniques and therefore participants will usually be middle or senior managers who already have some experience of negotiating either individually or as part of a team.
Booking Information
| Dates | Prices | Book This Course | Discount |
|---|---|---|---|
| 20 - 21 Sep 2010 |
£ 1045 |
 |
-
|
This course will be held on the above listed dates in central London. For more information about venue please click here.
Programme Details
"Very good trainers, relaxed and effective learning environment"
Sue WrightSenior Sales ManagerDEUTSCHE BANK
THE ROLE PERCEPTION & BELIEFS OF EXPERT NEGOTIATORS
- understanding the implications of the win/win concept
- examining the 'inner game' of effective negotiation
- auditing your own negotiation style
- identifying how you can best further improve and refine your skills
- Pairs exercise: Applying the "future pacing" technique
THE ART OF INFLUENCE AND PERSUASION
Creating Rapport
- building a sense of trust and understanding
- Pairs exercise: The pacing and leading concept
Sensory Acuity
- interpreting underlying messages
- explaining the three listening positions and when to use them
- getting to grips with alternative questioning strategies
- Group exercise: Listening and questioning skills
Needs Definition
- understanding what the other side really wants
- positions Vs interests
- power negotiation Vs needs based negotiation
- Individual exercise: Charting needs definition diagrams
Yes Sets
- building a history of agreement into the meeting
- overcoming resistance
- 'reframing' technique
- metaphor technique
- feel/felt/found technique
- how to avoid making premature concessions
- Pairs exercise: Off the cuff objection handling
Sending Positive Messages
- understanding the power of body language and voice quality
- the three step assertive method
- the broken record technique
- Pairs exercise: Sending positive messages
PLANNING AND CONDUCTING EFFECTIVE NEGOTIATIONS
Planning the Negotiation
- working through a 6 step planning process
- specifying outcomes & building a database
- analysing the database and understanding where the power lies
- building a settlement range
- planning the negotiation
- testing the plan
Conducting the Face to Face Meeting
- working through the 6 step meeting process
- agreeing outcomes and establishing the agenda
- probing in order to develop understanding
- making proposals and giving and receiving concessions
- applying effective closing techniques
- agreeing action & recording outcomes
- monitoring the result
Coaching on Key Behaviours
- receiving individual coaching and feedback on current negotiating behaviour
- analysing strengths and weaknesses using negotiating skills assessment checklists
- developing your key learning points
- Group exercise: Planning & role playing a series of negotiations
Breaking Deadlocks
- overcoming obstacles to agreement
- 'chunk up' and 'chunk down' strategy
- the power of metaphor
- applying the "negative consequences" technique
- diffusing objections and overcoming barriers
- Pairs exercise: Deadlock breaking techniques
Common Tactics
- understanding some of the more common negotiation 'ploys' and how to counter them
- Pairs exercise: Handling "dirty tricks"
Your Personal Action Plan
Course Leader
The seminar will be facilitated by George Boulden. George has a background in purchasing and materials management in the electronics industry and has 20 years experience in designing and delivering training programmes in all industry sectors. He is a Certified Management Consultant and a qualified Neuro Linguistic Programming (NLP) practitioner, and is well versed in accelerated learning techniques. He has designed and delivered sales, marketing and negotiation skills programmes within a range of blue chip companies to help senior managers develop their communication and negotiation skills.
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