Introduction

In today's intricate business environment and professional landscape, we find ourselves engaged in negotiations not just with external entities such as customers, clients, suppliers, and contractors, but also with internal stakeholders like managers, peers, and colleagues within our organization.

This Advanced Negotiation Skills training course aims to thoroughly dissect the negotiation process and illustrate its effective application, equipping participants with the necessary skills and strategies to thrive in the demanding commercial environment of today.

Course Objectives

• Gain a profound comprehension of the negotiation process, understanding how to impact others to secure more of what you need and desire.
• Develop a suite of highly effective negotiation skills and strategies applicable across various scenarios.
• Acquire the ability to meticulously analyze, plan, and prepare for each negotiation.
• Learn the advantages of mastering and interpreting body language to influence others.
• Evolve into a more adept and confident negotiator.
• Augment a vital operational, managerial, and leadership skill that enhances daily performance.

Target Audience

• Managers
• Team Leaders
• Administrators
• All Professionals

Course Outline

Day 1: Introduction To Negotiation - The Starting Point For Improvement

• Embracing Creative Thinking
• The Impact of Positivity & Negativity on Negotiation
• Cultivating a Positive Outlook in Negotiation
• Proposal Structure – simple, focused & logical
• Distinguishing Your Proposal from Competitors
• Understanding the Psychological Elements of Negotiation
• The Importance of Feeling Positive
• Techniques for Effective Questioning & Listening

Day 2: Understanding Behavioral Styles To Enhance Negotiation

• Recognizing Your Own Behavioral Tendencies – Key to Your Negotiation Approach
• Assessing Negotiation Styles
• Different Strategies for Negotiation
• Exploring the Misconceptions of ‘Win-Win’
• The Two Principal Negotiation Approaches
• The Role of Communication Styles in Negotiation
• Adapting to Various Communication Styles
• Ethics in Negotiation

Day 3: Crafting A Strategic Negotiation Approach

• Employing Distributive Negotiation Strategies
• Understanding BATNA, Zone of Possible Agreement
• Techniques for Opening, Anchoring, Offering, and Counteroffering
• Implementing Integrative Negotiation Strategies
• Effective Information Sharing, Diagnostic Questioning & Issue Unbundling
• Strategies for Package Deals, Multiple Offers, and Post-settlement Settlements
• Recognizing and Maintaining Your Negotiation Power
• Practical Sales Negotiation Tactics

Day 4: Focusing On Interests, Planning, And Understanding Body Language

• The Critical Role of Identifying Needs and Wants
• The Influence of Emotional Intelligence in Negotiation
• The Significance of Body Language and Non-verbal Behavior
• Decoding Body Language Accurately
• Interpreting Thoughts through Body Language
• Utilizing Your Body Language to Enhance Negotiation Outcomes
• Dispute Resolution – Mediation Techniques for Better Deals
• Practical Mediation Skills for Dispute Resolution

Day 5: Negotiating Across Cultures

• Strategies for Face-to-Face Negotiation with Diverse Cultures
• Cultural Insights for Negotiating with British, American, Japanese, Chinese, French, and German Counterparts
• Tips for Cross-Cultural Negotiators
• International Team Negotiation Practice
• Application of Negotiation Techniques – Constructing a Deal
• Summary Session and Question Time