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Training course overview
Negotiation is at the core of every endeavor aimed at achieving goals, be it securing contracts, bargaining for items, settling disputes, or finalizing deals. The objective of each negotiation is to achieve a win/win outcome, a crucial element for fostering enduring alliances.
This training course offers a crucial framework for honing effective negotiation and persuasion skills, alongside developing critical thinking abilities necessary for establishing and leveraging strategic alliances.
What are the goals?
The Coventry Academy training course will assist delegates in being able to:
- Describe a Framework for the Analysis of Business Alliances
- Understand How to Apply Influencing Skills During the Negotiation Phase
- Recognise and Manage Difficult Negotiators Who Use Aggressive Tactics During Negotiation
- Understand the Key Principles of Persuasion and its Importance to Negotiation
- Apply Critical Thinking When Planning to Develop Business Alliances
Who is this training course for?
This training course is suitable for:
- Delegates Who Want to Achieve More Through Becoming More Effective
- Managers Who are Being Prepared for Promotion or Higher Levels of Responsibility
- Delegates Who May Be Considering New Projects or Additional Assignments
- Managers Who are Looking to Refresh Their Skills When Working With Others
- Leaders Who Need to Communicate Vision More Effectively for Better Results
Course Outline
Training Course Outline
Negotiation is inevitably at the heart of the every process to achieve what you want, whether it is a contract agreement, bargaining for an item, resolving a disagreement or closing a deal. At the end of each negotiation, the goal is to seek a win/win outcome – an essential characteristic of long-lasting alliances.
This Coventry Academy training course provides an essential framework for developing effective negotiation and persuasion skills, combined with critical thinking abilities that are vital for building and benefiting from strategic alliances.
Day One: Situational Negotiating Strategies
- Negotiation purpose: Common terms and best practice
- Developing mutually acceptable solutions through value claiming
- Adapting strategies to situations when building alliances
- Personality - strengths & weaknesses in negotiations
- Opening communication channels to maintain relationships
- Applying Interests and Positions for strategic advantage
Day Two: Applied Negotiation Skills
- How to reach 'win-win' in negotiation
- The keys to collaborative bargaining in partnering
- Leverage: What it is and how to use it?
- Negotiation tactics and ploys
- Dealing with difficult negotiators and barriers
- Ethics in negotiation
Day Three: Persuasion & Influence Skills for Negotiators
- Challenges of meetings – group and individual strategies
- Positive persuasion in challenging situations
- Applying rules of influential presentations to maximize impact
- Maintaining compatible body language & using logic, credibility and passion
- Dispute resolution and mediating for better outcomes
- Mediation techniques - practical exercise
Day Four: Higher Level Negotiation Skills for Challenging Situations
- Identifying and responding to signals and informal information
- Recovering from reversals, errors and challenges
- Developing a climate of trust
- Higher level conversation techniques
- Face to face negotiations; appreciating different cultures
- Practical Negotiation exercise and feedback
Day Five: Critical Thinking and Decision Making for Negotiators
- Gaining control and using information – formal and informal
- Thinking patterns, frameworks and tools for negotiators
- Identifying sources and testing assumptions
- Framing the problem
- Decision making under pressure
- Reviewing strategic alliances and building personal action
The certificate
- Coventry Academy Certificate of Attendance will be provided to delegates who attend and complete the course
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