Course Aims
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 and win-lose type situations.
Aggressive behaviour wins out and the result is not implemented. Win-lose can lead to a future of even less useful meetings. This Course offers the opportunity to learn to negotiate to a position of success.
Course Audience
Sales and managerial staff and anyone whose role involves them having to reach agreements on a variety of subjects including price, time, delivery, standards of performance.
Course Summary
• What is Negotiation? – What is Negotiation? – Influencing? – Bargaining? – What Makes a Good Negotiator? – Six Stages of Negotiation
• Stage 1: Preparation – Identify the Key Issues – Outcomes – Negotiation Range – Best Alternative To Negotiated Agreement – Final Exit Point – Negotiating Authority – Communications – NLP Communication Indicators – General and Specifics
• Stage 2: Discussions – Active Listening – How Can we Improve our Listening? – Active Listening Steps – Active Listening Techniques – How to Improve your Listening Skills – Avoiding Commitment – Establishing Rapport – Identifying Language Patterns
• Stage 3: Regroup – Meeting Evaluation – Sources of Evaluation – Self-Evaluation by the Negotiator – Evaluation by a Trained Observer – Evaluation by Participants – Evaluation After the Meeting – Benefits of Evaluation – Value Added – Power
• Stage 4: Negotiate for Resolution – The Big Picture First – Concessions – Compromise
• Stage 5: Reach Consensus – Re-state Final Conclusions – Check on Authority to Sign – Check Individually with Each Person
• Stage 6: Close
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