Course Aims

All organisations can benefit from unrepeatable deals, good bargains and successful sales which will enhance their 'bottom' line.  These can easily be in your sights by identifying key skills and approaches used by experienced negotiators and using these to help you to achieve better deals.  This course will help you to develop a positive and confident approach to negotiating, improve profitability and effectiveness of your organisation.

The skills participants will develop will be to

Create the right environment

Researching your objectives

Deciding your opponents

Holding negotiation meetings & making proposals

Closing and confirming the deal

Evaluating strengths &  weaknesses

Increase your confidence and achieve greater success

The course is for

Managers and other staff who negotiate purchasing, supply or service contracts, resource allocations, or with colleagues in other departments, and anyone needing a structured approach to negotiating, or to improve their skills of persuasion and influence.

Topics covered

The purpose and alternatives to negotiation

Creating the right environment; competition, collaboration and consensus

Deciding your objectives and defining your brief

The effects of time as bargaining power

Using levers, gaining movement and avoiding deadlocks

Planning for the negotiation meeting - what do the experts do

Plan your  objectives, concessions and consider your opponents position

The style and skills of persuasion

Getting to know your opponent and using this information when negotiating

Holding your meeting, consider your approach

What are the success factors, methods, and communication style

Reading body language to understand what your opponent is saying

Making your proposal; timing, winning formula and overcoming obstacles

Closing and confirming the deal

Evaluating your proposal; strategy and outcome

Practical application activities will be implemented during the course and delegates will have the opportunity to implement theory in our unique intensive task series receiving feedback and support.

The benefits

This course helps to develop presentational and interactive skills in a risk-free environment through practical activities which help to build effectiveness in successful negotiating, helping the delegate to handle conflicts and focus on the implementation of agreements in the drive for profitability and effectiveness.  By the end of the course you will be able to prepare for complex and challenging negotiation situations.

Course duration 1 day.