Negotiation Skills
Course

The Programme

For the senior executive, senior sales person or key accounts executive, this programme is about negotiating successfully at all levels. It examines the key strategies and tactics that the skilled negotiator needs to employ to minimise concessions, to be tough without being aggressive, and be able to secure the best possible deal for his or her organisation.

The Programme Objectives

The course enables delegates to negotiate effectively with experienced buyers or other important decision makers in a collaborative, non-confrontational way. The role of the negotiator in resolving conflicts of interest is reviewed, demonstrating different styles which relate to the importance of the issues and relationships in each scenario. Each stage of the negotiation process is explored.

The individuals involved will primarily ‘learn by doing’; techniques are practised through exercise and case study role-play. These involve a high level of participation and individual attention. Delegates are able to practise and sharpen their skills, are shown how to avoid traps, how to probe discreetly for the resistance point and how to win without making expensive concessions.

The Benefits of Improved Skills Training

A new awareness of negotiation skills and improved confidence for participants; an alert and effective negotiator with a more complete understanding of the process and its subtleties; an opportunity to review existing skills and acquire new ones.

The Programme Content

The programme content is as follows:

	persuasion and negotiation;
	negotiating styles;
	planning and preparation;
	power within negotiation;
	strategy and variables;
	tactics and behaviour;
	from competition to collaboration;
	negotiation skills.

This programme can be tailored to meet the specific requirements of a team or individuals within a company. The course is of 2 days duration but can be tailored according to your needs.