Strategic Negotiation Skills

The aims of this course are to:

a) show participants that it is they who must change their practices;

b) show how they must ‘get organised’ to get more from their time;

c) present tools which can help to identify where time could be better utilised; and

d) show participants how they can influence others to achieve more.

This programme is designed for people who are involved in negotiating at all levels; for example, anyone linked to purchasing, but also those who have to negotiate with staff, customers, unions, etc. The skills can be used in many walks of everyday life.

• The Seller & the Buyer (Or any 2 sides of a Negotiating engagement)
  • The relationship as we know it
  • The relationship as it should be
• Your role in Negotiating
  • Communications style
  • Identifying needs
  • Negotiation’s effect on Sales
  • Problem Solving
• Negotiating
  • Negotiating Attitudes
  • Negotiating Behaviours
  • Negotiating Process
  • Preparing for Negotiations
  • The Do’s and Don’ts
  • Winning in Negotiations
• Case Study & Role Play
  • Case study presented to buyers and sellers (group is split)
  • Preparation
  • Role Play of Negotiation Process
  • Discussion and learnings
• Tomorrow
  • Stop / Start / Change (testing that learning needs have been met)

At the end of this course, participants will have learned to:

• Better understand the role of the Negotiator in making businesses work;
• Be able to make better use of their communications’ skills to achieve more success in Negotiating;
• Identify different negotiating styles and how to use them on a daily basis; and
• Believe in themselves and that winning at Negotiation can be a Win/Win exercise.

There is no certification for this programme.