Negotiation Skills (Usually 3 Days)

Optimal number: 6 delegates
Aiming at those who need to be able to handle themselves effectively in negotiation situations – either with colleagues or external contacts. It looks at the skills and techniques of understanding one’s own and others’ behaviour, as well as giving participants the confidence to be able to use these to influence and persuade to achieve a good outcome.

Pre-Course Work:
Delegates are asked to gather feedback on their personal style with others from line managers, colleagues etc and complete pre-course questionnaires.

Typical content is as follows:

Day One:

• Welcome/Setting ground rules/Setting goals
• What is Negotiation?
• Negotiation Skills exercise to identify the skills of a good negotiator
• Negotiation Case Studies
• Logical Levels of Behaviour – exploring the link between behaviour and beliefs – putting yourself in the most resourceful ‘state’ to handle others

Day Two:

• Review learning points from day one
• Transactional Analysis – understanding own personal styles and interactions with others
• Achieving better outcomes by getting self and others into an ‘adult’ state
• Review previous ‘negotiation’ behaviour
• Perceptual Positions’ – looking at handling previous situations more effectively – developing choice and flexibility
• Six Step Process For Negotiation

Day Three:

• Understanding influential behaviour using Assertion/Influencing Framework
• Using ‘influential’ language – the effect on self and others
• Understanding and creating ‘rapport’ to develop influential relationships
• Win-Win negotiation – understanding the difference between negotiation and compromise and how to develop the conditions for a mutually satisfactory outcome
• Bringing personal and negotiation skills to together
• Main Negotiation exercise in teams to use the skills followed by debrief with feedback for teams and individual
• Review/peer feedback/action plan