NEGOTIATION SKILLS

AIMS AND OVERVIEW:

Negotiation is an essential skill for achieving your objectives in a variety of situations, without compromising the views and opinions of the other person(s). Many people fear negotiating whilst others revel in “the fight” – however you feel, learning effective negotiation skills will help you develop sustainable and respectful relationships and achieve your objectives in the long term. This workshop will introduce you to the main principles of effective negotiation and help you develop the skills needed to achieve a successful outcome.

OBJECTIVES

On completion of the course delegates will be able to:
Recognise the basic principles of negotiation and the need to negotiate in a sustainable way
Analyse their negotiation style and develop confidence in win/win
Recognise the various stages of effective negotiation
Develop a coherent case and set clear objectives
Recognise whether they are being cooperative or competitive
Utilise effective interpersonal skills
Develop the ability to listen and be listened to
Develop calm and objectivity throughout the negotiation process
Use negotiation skills in a variety of situations
Deal with hostility and negotiate acceptable solutions
Develop strategies to ensure positive outcomes
Develop an Action Plan for use in the workplace

CONTENT:

What is negotiation?
The principles of negotiation
The stages of negotiation: Prepare, Discuss, Propose, Bargain, Finalise
Developing the language of negotiation
The non-verbal you
Handling Objections and difficult situations
Making it happen – Action Planning for Results

Objectives Training and Development was set up by Sylvia Vacher MA BA(Hons) MCIPD FAETC in 1989 to: “Provide training and development services, for both individuals and organisations, enabling them to identify and achieve their objectives in a positive, healthy and fulfilling way” Sylvia believes that the way to achieve this is by identifying and developing Sustainable Behaviours and encouraging Wiser Working at an individual, team and corporate level. Sylvia’s training style is dynamic, participatory and effective.