Tools, Techniques and Tactics for Effective Negotiation

Why you should attend this seminar

Good negotiation skills are essential for the smooth running of your business. You need to be able to negotiate in many different situations and get the results you want and need every time. Investing two-days of your time in developing your negotiation skills will pay dividends daily for both yourself and your organisation. This programme, more than most other negotiating programmes focuses very specifically on:
1 The practical approaches, which have been proven to be successful
2 The steps which we can all take to improve our own performance
3 Techniques for dealing with difficult people and situations

Who should attend?

The programme has been designed for all directors, managers and staff who negotiate. This includes negotiations with external partners such as customers and suppliers, and with colleagues within the organisation.

Exercises and case studies used in the programme reflect the diverse nature of negotiations and encompass situations such as selling and buying, outsourcing, mergers and acquisitions, industrial disputes and resolving issues between functions within an organisation.

What are the objectives of this seminar

This two-day interactive and practical programme has been designed to improve your ability to:
1 Make the best use of time available for planning a negotiation
2 Ensure that colleagues in a negotiating team work as a team
3 Create and maximise the power required to be successful in a negotiation
4 Uncover and pursue true ‘win/win’ approaches to negotiation
5 Open the negotiation in a way, which will give you the initiative
7 Keep control of the negotiation
8 Interpret the body language used in the negotiation
9 Defuse difficult situations when they arise
10 Handle difficult people
11 Understand how you can improve your own personal style

Programme

Negotiation essentials
In this introductory session, the difference between average and accomplished performance in negotiation is explored. Using examples from real negotiations, participants are guided through a systematic analysis of how to avoid making the most commonly made negotiating errors, how to improve their negotiating performance, and how to select the right strategy for each negotiating opportunity.

• Alternative approaches to negotiation
• The core negotiating skills
• The negotiator’s dilemma
• Key concepts, tools and approaches: BATNA, ZOPA, Trade-ables and Interests
• The most commonly made negotiating errors
• Power and other techniques of persuasion
• Control techniques
• Reading and using body language
• Relationship management techniques
• Effective preparation
• Dramatic openings which take the initiative
• Tricks – and how to deal with them

Advanced negotiation
During this session, participants are given an opportunity to practise some of the approaches which have been found to be effective in a range of differing, and difficult, negotiations. The approaches are based on practical tools and techniques which have been found to produce successful outcomes. Participants are also introduced to a piece of software, which can be used to diagnose personal negotiating styles, and to identify opportunities for improvement.

• Win/perceived win negotiations
• Genuine win/win negotiation
• Internal negotiations
• Approaches that work, and approaches that fail
• Dealing with difficult people
• Managing differences and expectations
• Lack of power and other difficult situations
• Using creativity as a source of value
• Understanding the negotiation profile software
• Personal styles and improvement plans

Complex negotiations
Some negotiations are considerably more complex than others, and these complex negotiations require particular emphasis on particular factors. This session explores and explains what happens during these complex negotiations and provides detailed advice and guidance on understanding the negotiation architecture and structure, overcoming cultural psychological and other barriers, eliminating conflict and creating the momentum necessary to reach a satisfactory conclusion.

• Team negotiations
• Controlling the negotiation structure
• Identifying and overcoming obstacles to change
• Shaping other people’s behaviour
• Cross-cultural negotiations
• Negotiation by phone and email
• Planning with limited time

Special feature
Programme participants each receive a computer based negotiation profiling tool which aids objective self-assessment of negotiation capabilities and style.

The expert speaker

Eric Evans works as a negotiator, consultant, coach and trainer for a number of organisations in the UK and overseas. He has worked with client organisations to improve their cost base, transform relationships with key customers, structure and direct complex international negotiations, and resolve contractual disputes. He has worked throughout Europe, the Middle East, North America, the Far East, Africa and Latin America.

Strategic Leadership

Managing People

Positive Persuading and Influencing Skills

This course qualifies for the following CPD programmes:

• Cert: 0.00 hours

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