EFFECTIVE

NEGOTIATING

This course should be described as more hands on. There will be tutor inputs on the negotiation process, effective vs ineffective behaviour, skills, tactics and best practice. This will be put into practice through a series of negotiating scenarios. These will be video recorded, reviewed, analysed and critiqued with the participants.

2daycourse-duration
Who should attend

The course is for Senior Managers who are involved in negotiations, be they commercial buying or selling, contractual or human resource scenarios with suppliers, clients, service providers, unions or colleagues.

What you will get from the course

A clear understanding of the negotiating process, effective behaviour, skills and tactics and your own negotiating behaviour – leading to: more effective negotiating performance, improved results and measurable, better deals.

Course Content
  • Putting Negotiation into Context

  • The Effective Negotiator

  • Phases of Negotiation – an Overview

Preparations
  • Clarify the subject matter
  • Establish objectives
  • Wish lists
  • Concessions
  • Information
  • Questions
  • Strategy and tactics
  • Negotiating individually/in teams
  • Use of adjournments

GROUP EXCERCISE IN PREPARATION – REVIEW AND CRITIQUE

Discussion
  • Exchanging information
  • Asking questions
  • Testing assumptions
  • Listening for flexibility
  • Review positions

NEGOTIATING EXCERCISE 1 – VIDEO REVIEW AND CRITIQUE

Making Proposals
  • Who goes first?
  • When to make?
  • Where to pitch?
  • How to respond to NO! How to respond to YES!
Receiving Proposals
  • Their proposal is acceptable
  • Their proposal is unacceptable
  • Making concessions

NEGOTIATING EXCERCISE 2

Close
  • When to close
  • How to close
  • Avoiding/dealing with “deal creep

NEGOTIATING EXCERCISE 3 – VIDEO REVIEW AND CRITIQUE

Tactics & Tips
  • Dealing with aggressive people and other scenarios

    NEGOTIATING EXCERCISE 4

    Application to participants – Forward planning

Limited to 6

To facilitate meaningful feedback, critique and coaching, numbers will be limited to a maximum of 6 participants.

Course Delivered by John McCabe

John has been working as a freelance consultant and while he has provided a range of bespoke initiatives for his clients, he has specialised in Negotiating. He comes to the subject not just as a trainer, but as a practitioner with many years of real world experience. He uses this experience to bring the subject to life for the participants.

He has worked with managers from a broad range of organisations, industries and businesses, in the UK, Ireland, Europe, the USA and South East Asia. These have included, oil gas and electricity, aviation and public transport, food processing, manufacturing and retail, pharmaceuticals and medical research, engineering, professional services and the public sector

COURSE OVERVIEW

ANALYSIS

will be able to lead self evaluation of current practice through gathering information and analysis

PLANNING

will know and understand the essential building blocks for quality planning processes

course-overview

MANAGE

will be able to manage change in their own setting

ACTION PLAN

Writing an action plan for the first year of the development plan

Contact Us

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