Effective Negotiation Skills

COURSE INFORMATION

Member Price:  
£250+VAT
Duration:  
1 day
Non-Member Price:  
£300+VAT
Lunch Provided:  
yes

DATE:   20.11.2018

LOCATION:   Albion House

TIME:   9:30

Course Overview

Negotiation Skills are not limited to the traditional forums of buyers and sellers or management and workforce representatives. They are used almost daily by most people in one situation or another. By developing the necessary skills delegates will approach negotiations with more knowledge and improved self-confidence to achieve the required results for all parties.

Who is it for?

This course is aimed at anyone who is looking to improve or further enhance their techniques to negotiate with customers, suppliers and staff both internal and external of their organisation ensuring long-term business relationships are maintained at all times.

What You Will Learn:

  • A more in-depth understanding of what negotiations are
  • Identifying the skills required to become an effective negotiator
  • How to prepare for the negotiation
  • Seeing the other side
  • Use of questioning techniques and listening skills
  • Influencing strategies to achieve the required outcome
  • Moving to agreement and reaching a conclusion
  • Being aware of your own and others body language
  • Use negotiations to ensure a win-win situation
  • Participate in exercises to improve your techniques

Benefits

At the end of the course delegates will be able to:

  • Prepare systematically, effectively and confidently for negotiations
  • Manage negotiations with a wider range of options and strategies
  • Move progressively towards agreement
  • Improve your confidence in negotiation situations
  • Reduce costs, negotiating a better deal for the business
  • Create long term relationships through the win-win strategy

Structure of the Day

09.30 – 10.45

  • Introduction
  • What are negotiations
  • Identifying the skills required
  • The communication skills vital for success.
  • Seeing the other side

11.00 – 12.30

  • Setting realistic objectives
  • The ‘helps’ and ‘hindrances’
  • Negotiating or Not Negotiating
  • Using questioning to gain control and knowledge
  • The four-phase model for negotiation

Lunch

13.00 – 14.30

  • Influencing strategies
  • Team roles and responsibilities
  • Recognising the phases
  • Using benefits to support your position
  • Moving to agreement

14.45 – 16.00

  • Agreeing what’s been agreed
  • Ensuring the win:win situation
  • Negotiation exercises (throughout)

Materials

All course materials provided


The Trainer

Steve Bracey first got involved with training when working as a senior manager for a national retailer.

It was his desire to progress his training skills that led him to set up his own consultancy marketing, preparing and presenting training courses and seminars for clients including various Chambers of Commerce as well as SME’s and multi-nationals.

Steve concentrates on topics requiring a proficient level of communication. This covers the numerous management disciplines, sales (in all its various forms), telephone techniques, time management and communication itself whether by the written word, telephone or face-to-face. Steve is a fellow of The Institute of Sales & Marketing Management.