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Negotiation Skills Training
Duration: 1 day Cost:
from £95*
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:
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What is Negotiation? - Influencing? - Bargaining? - What Makes a
Good Negotiator? - Six Stages of Negotiation
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Stage 1: Preparation - Identify the Key Issues - Outcomes - Negotiation
Range - Best Alternative To Negotiated Agreement - Final Exit
Point - Negotiating Authority - Communications - NLP Communication
Indicators - Language - Recovering Choices - Gathering Information
- General and Specifics
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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 - Filters - Observing
and Recording - Observing - Recording - Tools for Observing
and Recording
- 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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Related Courses:
Assertiveness
Skills
Creative
Thinking Techniques
Group
Interviewing Skills Workshop
Handling
Difficult & Demanding Customers
Meetings:
Leading, Chairing, Participating
Negotiation
Skills
Presentation
Techniques
Professional
Business Writing
Problem
Solving and Decision Making Techniques
Report
Writing
Team
Building
The
Effective Receptionist
Time
Management Skills
Understanding
& Managing Stress
Team Challenge Day |
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