Get the skills, insights and competencies to conduct negotiations successfully at every level. 

Highlights:

• Identify and use the six stages of the Negotiation Model

• Explore the four dimensions of DISC and how it impacts persuasion and negotiations

• Plan your own strategy to apply to your negotiations

Key Competencies:

• Negotiation skills

• Active listening skills

• Communication skills

• Persuasion and Influence

• Planning for negotiations

• Managing confrontations

Essentials of Negotiation For Business Professionals is a hands-on training programme, highly interactive with exercises and role plays. The programme will be led by an experienced facilitator with former management experience in international companies.




7 Programme Modules:

1 - What is Negotiation? 
• The basic concepts of negotiation 
• What is negotiable in typical business situations 
• Identify approaches to negotiation

2 - Negotiation Stages
• Identify the six stages of negotiation 
• Use appropriate behaviours in each of the stages 
• Define the influences on the negotiation process

3 - Planning Your Negotiation
• Plan a negotiation 
• Determine a settlement range 
• Apply the planning framework in practice negotiation

4 - Persuasion
• Apply the persuasion process 
• Use the frame/reframe process to understand the other party 
• Examine possible approaches to use when there is confrontation 
• Use listening skills in the negotiation process

5 - Communication
• Explain the four dimensions of DISC and the style tendencies of each 
• Describe the characteristics of dual styles and their impact on negotiations 
• Describe how to adapt style to maximize the results of negotiations 
• Identify why negotiations become derailed and how to avoid negotiation traps

6 - Crafting a Strategy for Your Negotiation
• Plan a strategy to apply your negotiations 
• Describe the process of identifying a problem or issue for negotiation 
• Identify steps and techniques for choosing appropriate communication methods 
• Create and apply a strategy for a business negotiation simulation

7 - Action Plan 
• Apply what you've learned to plan a negotiation for back on the job

You work in sales, purchasing or are a head of a team or department, and you need to negotiate the best possible terms of an agreement for your company. This programme gives you the skills you need.


Typical Participants:
• Managers
• Business Professionals