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Essential Negotiation Skills

7 Dec 2017 (€395 per seat)
Dublin
1 Day
Purpose: 

This course demonstrates how to negotiate to a position of success.

Too often a group will meet to negotiate an arrangement and fail to come to a reasonable position - entrenched positions will stop useful negotiation and poor use of interpersonal skills leads to "stand off" positions. Aggressive behavior wins out and the result is not implemented.

This course prepares attendees for successful win-win negotiations.

It gives a structure to preparing, planning and implementing successful negotiations within the work place. It looks at tactics, emotional intelligence and communication skills. Our reference is the Harvard Business model of Negotiation, which is well known and recognised as Principled in type. It is judged by three main criteria.

Any method of negotiation may be fairly judged by three criteria:

  • It should produce a wise agreement if agreement is possible.
  • It should be efficient.
  • It should improve or at least not damage the relationship between the parties.
Suitable for: 

People whose role involves reaching agreement with others, who need to influence, persuade or bargain .Useful also for people managers who seek to manage performance and in doing so may need to negotiate.

What’s good about the course? : 

It combines theory and practice within a safe and focused environment. In a small group with the facilitation of an experienced trainer there is opportunity to learn and enjoy.

On completion of this course participants will be able to:

  • Define negotiation, influencing and bargaining
  • Identify the attributes of a successful negotiator
  • Improve discussion and effective communication
  • Be able to use a structured approach
  • Understand the role of personality and deal with tactics
  • Negotiate for resolution and consensus
  • Achieve closure

Objectives:

On completion of this course participants will be able to:

  • Define negotiation, influencing and bargaining
  • Identify the attributes of a successful negotiator
  • Improve discussion and effective communication
  • Be able to use a structured approach
  • Understand the role of personality and deal with tactics
  • Negotiate for resolution and consensus
  • Achieve closure

Benefits:

It is a very practical course where the skills and techniques can be put into practice immediately. -

  • Delegates will learn a structured approach to preparing for & conducting a negotiation
  • Participants will understand the essential part played by good communication
  • A good understanding of the essentials of concession
  • Learn some good tips for negotiation

Detailed Content:

  • Defining negotiation
  • Types of negotiation and Positional Bargaining
  • Principled Negotiation
  • The Successful Negotiator
  • Preparation
  • The Nuts and Bolts/ Time and Place
  • Right Impressions
  • The Start and its importance
  • Exchanging Information
  • Bargaining/ Concessions
  • Breaking an Impasse/Dealing with Obstacles
  • Negative Emotions and Tactics
  • Moving from Bargaining to Closing
  • The Closing Process
  • Sustainability