About the Course
It provides you with the skills, techniques, strategies and philosophy of negotiation in such a way, that each delegate will not only understand the theory, but also have the opportunity to use such theory in highly interactive, practical role play situations. This will enable you as a delegate to successfully negotiate at all levels. The majority of this course consists of actual negotiation role plays that increase in complexity as the three days progress. Delegates from the Middle Eastern office of a multinational company, described as ‘the most successful company in the world’, said this course was “one of the best they have ever attended!”.
Who Should Attend?
This highly enjoyable ‘experiential’ course has been developed to target account managers, sales executives, managers, and other personnel who need to improve their negotiation skills and strengthen their personalities to be perfect delegates.
By the end of this course you will be able to:
- Get a better understanding of negotiation and the techniques and interpersonal skills required to be a successful delegate
- Have the opportunity to participate in realistic negotiation exercises which will help you to understand your strengths and weaknesses as a negotiator or a delegate
- Get a development plan that identifies future objectives which helps to improve your negotiation skills
Course Duration: 3 Days
All three days of the course start with an introductory session from the trainer, and then move into ‘experiential’ role play exercises. After each exercise there is a detailed debrief and Trainer input, before moving on to the next exercise. It is a continually improving scenario for each delegate, as they receive feedback from those they have negotiated with, and from observations made by the Trainer and others. This format works exceptionally well and participants find it an enjoyable and challenging environment to work in. During each day, key themes will be explored and learning points emphasised.
It is spent examining the key basic ideas required for successful negotiation. Cost / concession areas, the use of variables, and the five outcomes of negotiation are discussed. Delegates are encouraged to examine their preferred negotiating style (or styles), and to understand and appreciate that there are other styles that may be useful to use in negotiating. They also need to identify the styles of those with whom they are negotiating. A number of role plays will be conducted on Day.
It has many exercises for delegates to participate in. Some of the key learning points from the day relate to ‘Hot Buttons’ and the types of behaviours used by successful negotiators. Other issues explored are dealing with multicultural issues in negotiation, and the importance of thorough preparation before entering into any negotiation. Communication and influencing skills are covered and delegates will learn to appreciate that it is not always about how we like to deliver information that is important, but how other people like to receive information.
It starts with a review of the first two days and the key learning points from them. It then moves on to more sophisticated exercises and the varied aspects of team negotiation. Key points covered during the day include: dealing with dirty tricks in negotiation, common mistakes made by negotiators, and identifying a very clear framework for negotiations when delegates return to their work environment.
Over the three days of the course, the topics listed below will be covered. But much of the course involves delegates preparing for, and participating in, role play negotiations. **
**Delegates will participate in a minimum of six ‘experiential’ negotiation role play exercises during the course.
Topics covered over the three days:
- What is ‘negotiation’?
- How does negotiation differ from selling?
- The five outcomes of a negotiation
- Importance of the b.a.t.n.a.
- What constitutes a win?
- Setting logical objectives
- Negotiation exercise: the balance of power
- What are the skills & qualities needed to be an effective negotiator?
- Identifying your current strengths & weaknesses as a negotiator
- Negotiating styles
- Introduction to variables
- Negotiation exercise: identify the key variables
- Variables in your own negotiations
- The ‘give:get’ principle
- Negotiation exercise: ‘compete’ or ‘collaborate’
- Win:win negotiation – the three key rules
- The importance of communication in negotiation
- Understanding non-verbal communication
- Effective questioning techniques
- Listening skills in negotiation
- ‘Dealing with difficult people’ – ‘the low reactors’
- The four ‘p’s of planning a negotiation
- Negotiation exercise – collaboration for a win:win outcome
- Preparation guidelines
- The climate for negotiations
- Opening the negotiation
- Negotiation exercise – practical use of the planning matrix
- The importance of adopting the right attitude
- Some rules for team negotiation
- The phases of a negotiation
- Some common mistakes
- Key points & negotiation techniques
Spaces available on the following dates:
|Date:||4th – 6th February 2014|
|Date:||15th – 17th April 2014|
Material given during the training: [DVD’s and Case Studies will be used during this course to illustrate examples of good and bad change implementation processes].
Before the course
Each delegate will be asked to complete a Pre-Course Assessment Form to determine their current level and objectives for attending the course. The content of such Form will be used by the trainer only to give tailored training that is focused on each group of delegates.
At the end of the course
Each delegate will be asked to complete an Individual Development Plan and Vocational Completion Certificate.
AED 3,165.00 which includes – Training materials, lunch & refreshments.
* Discounts available for multiple bookings