Professional Negotiation Skills (A two day workshop)

Negotiation Skills
Click for PDF of Professional Negotiation Skills

WORKSHOP AIM:

The aim of the workshop is to develop participant’s negotiation skills so that they are able to reach a satisfactory outcome for both the client and the firm whilst maintaining and enhancing the long-term relationship.

WORKSHOP OBJECTIVES:

By the end of the workshop participants will be able to:

Understand and apply the key skills & behaviour for effective negotiations

Effectively plan and prepare for a negotiation, including team negotiations

Successfully implement a process for a successful negotiation

Identify the different negotiation strategies and adopt the correct one for a given situation

Effectively manage conflict

Identify own personal style of negotiating; strenghts and weaknesses

Identify and counter different negotiation tactics and ploys

Understand the dynamics of power and its effects on the negotiation, when to use, not use and how to counter

Understand different team roles for effective team negotiations

Workshop Content

DAY ONE:

Introduction

Workshop aims & objectives
Personal objectives

The Dynamics of Negotiating

Definition
Why & when to negotiate
Key skills & behaviours required to be a successful negotiator
Why negotiations fail

Practical Negotiation Exercise

Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved performance.

Strategic Decision Making

Emotions
Dilemmas
Psychology

Personal Styles of Negotiating

Negotiating styles
Implications
Assessing situation & people
Adopting right strategy for given situation
& people

Process for Effective Negotiations

Best practice guidelines for successful negotiations
Research & planning
Building strategies
Creating a positive environment
Negotiation process

Practical Negotiation Exercise Using CCTV

Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved performance.

Review & Summary

DAY TWO:

Practical Negotiation Exercise

Review & debrief video of negotiation exercise

Negotiation Tactics & Strategies

Negotiation ploys
Counter measures
Power & influence
Avoiding deadlock

Negotiating In Teams

Team dynamics
Team roles
Planning/objective setting

Practical Negotiation Exercise

Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved performance.

Power & Influence

Who has the power
What influences who has the power
Power plays & counter measures
Power sources

Deadlock

Key reasons for deadlock
Avoiding deadlock
Techniques to overcoming deadlock

Cultural Differences

Understanding cultural differences
Attitudes & behaviours
Preparing for multicultural negotiation

Practical Negotiation Exercise

Preparation for negotiation exercise
Review & debrief of exercise - Feedback & coaching for improved performance.

Summary & Close