Skilful Negotiating

Fast receding are the win-lose days of negotiating, where each party is desperately trying to win at the expense of each other. This learning programme has been developed around the notion that building long-term win-win relationships is infinitely more preferable to the tactics of win-lose where intransigence, frustration and loss of customers may occur. The programme looks at moving away from the adversarial approach to negotiating to one of building lasting partnerships and relationships.

The aim of the learning programme is to explore the negotiation process and through shared knowledge improve individual confidence and performance in the negotiation process. The strategies required for win-win negotiations are very different and impose a new set of skills, attributes and behaviours on the part of the negotiator. Instead of the face-to-face confrontations of the adversarial style comes the side-by-side problem solving and issue resolution approach. Especially developed for senior executives the learning programme will develop valuable new insights into “skilful negotiating” and “building relationships” with your customers.

Learning Outcomes

On completion the programme delegates will be able to: -

Develop a shared understanding of the negotiation process and skills involved.

Develop and agree a shared profile of the role of an effective negotiator.

Identify own strengths and limitations in the negotiation process.

Develop a personal self-improvement plan.

Two Day Workshop

Day 1

Introduction
Creating own learning outcomes.

Negotiating Your Role
Definition of negotiation.
The negotiation process.
Identifying the component parts of the process.
Challenging assumptions.

Building Relationships

Perceptions and paradigms.

Rapport and trust.

Advocacy v Inquiry.

Day 2

Four Levels of Communication

Identifying the different levels of conversation within the process.

Strengths and weaknesses of the four levels.

Exploring and Re-defining the Negotiating Process

Dissecting the negotiation process and re-assembling it.

Identifying the skills, attributes and behaviours of each stage.

Individual Development Planning

Creating an image of a successful negotiator.

Strategies for growth.

This "Learning Programme" uses techniques that increase individual's ability to learn a desire to implement new learning. Each session will be highly participative, with practical exercises and plenary discussions.