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Negotiating skills are an essential part of every
manager’s toolkit. They
are vital for both business and professional success and can
also contribute to success in our personal lives.
This practical and interactive course,
Negotiating the Better Deal, is for all
managers and professionals who negotiate either with
suppliers, clients, customers, contractors or even internal
managers and staff. It
aims to help them achieve excellent results by developing
their confidence, providing the chance to practise techniques
and the opportunity to develop their skills and approaches.
This can be especially valuable in preparing for a
major round of negotiations.
Course Membership
All managers and professionals who negotiate
business deals and relationships. Such negotiations may include purchasing, selling,
problem solving, resolving disputes and differences of views
and interests.
Course
Objectives
To help participants to:
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use negotiation to bridge gaps in objectives, outcomes
& disputes
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adopt a structured, but flexible, approach to
negotiating
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understand why people behave in particular ways in
negotiation situations
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observe & handle barriers created by typical
behaviours & attitudes
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resolve disputes and conflict situations
Course Outline
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Introduction to Negotiating the Better Deal
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Characteristics of effective negotiation in influencing
& achieving agreement
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Planning negotiation objectives & influencing the
setting of the meeting
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Using PROD-ProSC – the 7-step approach to negotiating
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Managing cultural & interpersonal aspects of
relationships – especially in competitive, collaborative
& consensual climates
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Use of nine powerful influencing strategies
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Recognising typical tactics & how to defend against
them
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Using concessions to gain movement & avoid
deadlocks
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Using individual needs as levers to achieve ultimate
agreement
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Evaluating alternative strategies & outcomes
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How to negotiate in teams
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Higher level communication behaviours used by top
negotiators
Course Methods
ProSeminar's Negotiating the Better Deal
provides a blend of participative techniques including
group discussion, case studies and practical simulations with
video coaching, observation and analysis.
An important outcome is the Personal Action
Plan – enabling further development of negotiating skills after the course and for
the following three months.
Maximum number of
participants
8
In-Company
Negotiating the Better
Deal is currently only available on an in-company basis - date and location to
meet your convenience. Go to
In-Company
Programmes: Negotiating the Better Deal
for more information.
Further information
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