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.
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.
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.
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Putting Negotiation into Context
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The Effective Negotiator
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Phases of Negotiation – an Overview
- 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
- Exchanging information
- Asking questions
- Testing assumptions
- Listening for flexibility
- Review positions
NEGOTIATING EXCERCISE 1 – VIDEO REVIEW AND CRITIQUE
- Who goes first?
- When to make?
- Where to pitch?
- How to respond to NO! How to respond to YES!
- Their proposal is acceptable
- Their proposal is unacceptable
- Making concessions
NEGOTIATING EXCERCISE 2
- When to close
- How to close
- Avoiding/dealing with “deal creep
NEGOTIATING EXCERCISE 3 – VIDEO REVIEW AND CRITIQUE
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Dealing with aggressive people and other scenarios
NEGOTIATING EXCERCISE 4
Application to participants – Forward planning
To facilitate meaningful feedback, critique and coaching, numbers will be limited to a maximum of 6 participants.
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
