About the Course

Mastering the ability to negotiate is more important than ever in the ever-evolving, increasingly complex commercial, organisational, and professional environment most of us face in our daily working lives. This is required of us with customers, clients, suppliers, outsourcers and a wide range of internal stakeholders. This fast-paced Advanced Negotiation Skills training course includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the deal-making table. The delegates will emerge to be prepared to conduct a broader range of complex negotiations confidently.

The most expert negotiators can plan and then execute complex negotiations to a successful conclusion. This workshop presents you with the knowledge and tools you will need when finding yourself in complex negotiation environments. In this training course, you will discover how to upgrade yourself from a competent managerial deal maker to an expert negotiator. Along the way, you will appreciate the various tactics you can use to create value for yourself and your organisation.

Core Objectives

Delegates will achieve the following objectives:

• Discover a practical toolkit to manage each negotiation successfully
• Make strategic preparations for your meetings, presentations, and negotiations
• Know your minimum ROI required
• Learn about how the world’s best negotiators succeed
• Find ways to trade terms, concessions, and break deadlocks

Training Approach

This training course will be conducted using a variety of live practice, theory, personal shared experience, and challenges to frame the learning. The delegates will look at videos, listen to taped phone conversations and work in groups with real-life case studies to improve their practical negotiating style to achieve great results.

The Attendees

Negotiation skills are not confined solely to salespeople. However, sales only begin when the customer says no, but all managers need some expertise in the art of negotiating.

This training course will be valuable to professionals, including (but not limited to) the following:

• Project Managers
• Lawyers
• Outsourcing Specialists
• Procurement Teams
• Finance Directors
• All Professionals

Daily Discussion

DAY ONE: NEGOTIATION AS AN ART OR A SCIENCE

• Introduction to the topic
• The History of Negotiation
• Consequences of Failure
• The Role of Perception
• Beliefs of Expert Negotiators

DAY TWO: BACKGROUND TO SUCCESSFUL NEGOTIATING

• What is Culture, and why does it matter?
• Corporate and National cultures can win or lose deals
• Why so many M&A deals are a failure?
• Win-Win or Play Hardball
• Sometimes losing will end in winning

DAY THREE: PLANNING EFFECTIVELY

• Structuring your Approach
• Using limited time as an ally
• Knowing Your Audience
• Knowing Your Limitations
• Discovering their Limitations

DAY FOUR: NEUROSCIENCE AND THE POWER OF EXPERTISE

• Why can alternative approaches help?
• Psychological Techniques
• Using Expertise and reputation to support a position
• Dealing with Negotiating Behaviour
• Resisting “Dirty Tricks”

DAY FIVE: GETTING TO A ‘YES’- OVERCOMING RESISTANCE

• Building Agreement into the meeting
• Reframing & Metaphor Techniques
• Avoiding Premature Concessions
• Getting to an Agreement
• Closing the Negotiation