INTRODUCTION
The responsibility of the negotiator is to not only engage with his or her counterpart on the other side of the table, but to also oversee and manage the overall process. While this may sound simple and intuitive, a closer look at all of the roles and responsibilities of a negotiator shows just how complex the management of a negotiation can be. More importantly, not giving each of these distinct roles its due diligence and attention could be the difference between a mutually beneficial negotiation that mitigates risk and a lopsided negotiation that benefits one party while setting up the other for the failure.
A professional negotiator has the negotiation skills to guide you with the process resolving you business conflicts or issues and reaching an acceptable business solution with your stakeholders. Negotiation skills are an integral part of leadership, because leadership involves the use of persuasion and negotiation with an intention to achieve beneficial results.
This training course looks at how to prepare negotiation strategies, approach complex and team negotiations and options when dealing with difficult situations and interpersonal conflict. You will have the opportunity to discuss your current negotiation challenges and successes and put together action plans for approaching these situations back in the workplace.
OBJECTIVES
By the end of this course , you will be able to :
Have an in-depth understanding of negotiation and how to prepare for it
Be able to differentiate between the TACTICS required to deal with a price challenge and the STRUCTURE required to negotiate agreements and contracts.
Know how to win business without sacrificing margin.
Have experienced the cut and thrust of negotiation from both sides of the table . Three situation role-plays are used to illustrate the material. Recognise phases involved in all negotiations
Recognise key interpersonal skills needed at each phase
Know how to prepare and plan before each phase
Know your preferred negotiation style and its strengths and weaknesses
Understand how blockages and deadlocks happen and what to do
Know how influencing and persuasion skills contribute to a productive negotiation
Be better able to handle difficult people and conflict situations
Work more effectively as part of a negotiating team
Improve your ability to actively persuade colleagues and other stakeholders
WHO SHOULD ATTEND ?
This course is suitable for professionals aiming to understand key elements of the negotiation process and to improve their personal negotiation skills.
COURSE OUTLINE
Day 1
Introductions to negotiations
What is negotiation?
Different negotiation approaches
Stages of negotiations
Dealing with conflict
Persuading and Influencing Planning for a negotiation
Key negotiation stages
Communication skills
Action Planning
Day 2
Common tactics
Power in negotiations
Advanced communication skills
Negotiating in different contexts and cultures
Recognising sales and closing techniques
Negotiating as a team
Putting it all into practice
Action Planning
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Day 3
Win-win negotiation
Determining limits
Power balance
Enquiring and listening
Opening, conducting and closing negotiations
Applying a win-win approach
The
Adapting to feedback in both group and one on one situations
Day 4
Problem / opportunity questions
Benefits / Need Questions
Negotiation tools for success
Creativity and problem-solving techniques
The importance of creativity in negotiation processes
Creativity tools
Creativity: a self-assessment tool
Decision making techniques
communication skills
Active listening skills
Outputs for asking questions
The art of asking questions
Conflict management methods
Workshop: Creativity in overcoming negotiating challenges
Day 5
Maintaining alliances: critical thinking for decision making
Gaining control and using information formal and informal
Identifying sources and testing assumptions
Framing the problem
Decision making under pressure
Reviewing strategic alliances and building a personal action
The
Influence & persuasion skills in managing the alliance
Challenges of meetings group and individual strategies
Positive influence of listening in challenging situations - good and bad news!
Applying rules of influential presentations to maximize impact
Maintaining compatible body language & using logic, credibility and passion
Feedback and action planning
IN-HOUSE TRAINING
LPC Training is capable of conducting this training programme exclusively for your delegates.
Please e-mail us on admin@lpcentre.com for further information and/or to receive a comprehensive proposal.
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DOCUMENTATION
CONTACT INFO
LONDON
Oxford Street Offices:
London - Oxford St.
High-Quality material has been prepared by the LPC team for distribution to delegates. In addition, a special note pad to facilitate note-taking will be provided.
25 N Row, London W1K 6DJ
T: +44 (0) 20 80 900 464
CERTIFICATES
Park Royal offices:
47 49 Park Royal Road
Accredited Certificate of completion will be issued to those who attend & successfully complete the programme.
London NW10 7LQ
T: +44 (0) 20 80 900 464
E: info@lpcentre.com
SCHEDULE
Our Course timings commence at 09:00 and conclude at 13:00.
REGISTRATION & PAYMENT
DUBAI
Office 501
Clover Bay Tower, Business Bay
T: +971 4 421 4616
Please complete the registration form on the course page & return it to us indicating your preferred mode of payment. For Further Information, please get in touch with us.
KUALA LUMPUR
No. 03-06-05,
CANCELLATION AND REFUND POLICY
Delegates have 14 days from the date of booking to cancel and receive a full refund or transfer to another date free of charge. If less than 14 days notice is given then we will be unable to refund or cancel the booking unless on medical grounds.
For more details about the Cancellation and Refund policy, please visit www.lpcentre.com/terms-and-conditions/
UOA Business Park, Jalan Pengaturcara U1/51A, Section U1, Kawasan Perindustrian Temasaya, 40150 Shah Alam, Selangor
T: +60 19-305 5694
TRAVEL AND TRANSPORT
We are committed to picking up and dropping off the participants from the airport to the hotel and back.
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