L'environnement commercial compétitif d'aujourd'hui exige de nous d'excellentes compétences en matière de négociation et de communication afin de créer des alliances. Nous devons également être capables de planifier davantage et d'organiser le travail de manière efficace afin de garantir des niveaux élevés de productivité. Ce cours de formation de la Coventry Academy garantit que les délégués seront efficacement équipés de techniques et de compétences leur permettant d'être performants dans ces domaines. Il s'agit d'un cours de formation de la Coventry Academy agréable, passionnant et dynamique, rempli d'études de cas, de discussions, d'exercices et de travaux pratiques.
What are the goals?
By attending this training course, you should achieve these goals:
Develop an Effective Plan and Strategy for Establishing Alliances
Gain Confidence as Negotiator Who Knows Which Behaviours to Adopt for Each Stage of the Negotiation
Recognize and Counter the Most Common Negotiating Ploys
Practice and Develop Skills for Influencing Others - Especially Those Who Are Vital to Your Long-Term Business Development Strategy
Successfully Apply the Principles of Persuasion to Key Negotiation Situations
Recognize Internal and External Influences on Our Daily Planning
Understand and Develop Skills Necessary to Complete Work on Time
Learn How to Organize Work and Projects to Complete Them Successfully
Understand the Characteristics of Colleagues Who Do Work in Our Teams
Develop Positive Interpersonal Techniques for Better Team Relationships
Who is this training course for?
This Coventry Academy training course is suitable to a wide range of professionals but will greatly benefit:
Delegates Who Want to Become More Effective in Planning and Negotiating Alliances
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
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