Leading with Excellence

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.

• 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

• 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

• 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

• 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 

• 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

• Planning for Change
• Challenging our base assumptions
• The cycle of improvement
• Positive thinking techniques
• Competences: Actions & Behaviours
• Delivering high standards of performance

• Defining Business Scope
• Setting clear objectives
• Reviewing organisational capabilities
• Business v project planning
• Identifying Keys to Successful outcomes
• Managing & mitigating risks

• Leaders’ role in employee attitudes
• Delivering clarity of purpose
• Motivating ourselves and others
• Managing and leading teams
• Managing oneself in time
• Delegating & empowering people

• Teams or work groups
• Characteristics of high performing teams
• Team objectives v business objectives
• Team Roles v Individual Roles
• Developing team spirit
• Team behaviours

• How people respond to change
• Overcoming resistance to change
• Why change is a constant
• Setting team goals
• Linking team and individual goals
• Personal action planning