Negotiation Skills

2 days

Objective

This course is designed to provide a framework of the skills necessary for the planning and implementation of successful negotiation

Skills Gained:

Understanding the aims of the negotiation process
Assessing the implications of negotiation
Analysing and maximising personal negotiation styles
Building better teams through negotiation

Day 1

The Negotiation Process

Defining and planning objectives
Agreeing a negotiation strategy
Establishing your own BATNA (Best Alternative to a Negotiated Agreement)
Setting and meeting expectations
Ensuring beliefs and assumptions of both parties
Identifying areas of agreement
Identifying points of leverage
Identifying barriers

Day 2

Negotiation Techniques

Appreciating the need for flexibility and sensitivity
Deciding on the negotiation team
Methods and ways for handling and overcoming negotiation deadlocks
Improving success when negotiating in a “crisis situations”
Practical solutions to integrated bargaining
Formalising the negotiation agreement
Understanding negotiation power
Constructive, Obstructive, Jumping, and Personal power (DECKS)

Practical Session

Summary

Systematix Training - tel: 0118 3243000 - www.systematix.co.uk
Negotiation Skills training courses