This highly popular Coventry Academy training course considers the importance of planning strategically for any negotiation and developing relationships through the application of influence and persuasion. Delegates will work on critical thinking processes to enable them to make better planning decisions in order to achieve success when negotiating alliances.
This training course will equip delegates with an essential framework for effective negotiation starting with the planning process and understanding why it is essential to consider the critical points in building and maintaining relationships. Delegates will have the opportunity to exercise and improve their influencing and persuasion skills and build higher-level communication ability in order to deliver results and maintain alliances for the mutual benefit of the parties involved.
This Coventry Academy training course will feature:
Applying Critical Thinking When Planning a Strategy for Negotiation
Defining the Stages Within a Negotiation Process
Understanding the Key Issues in Forming and Maintaining Alliances
Discussing How to Defend Yourself From Aggressive Tactics and Ploys in Negotiation
Developing Higher Level Communication Skills for Influencing Others
Applying More Influence When Negotiating Through Practical Exercises
What are the goals?
By the end of this Coventry Academy training course, participants will be 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 Approaches to Different Negotiation Situations
Who is this training course for?
This Coventry Academy training course is suitable to a wide range of professionals but will greatly benefit:
Personnel From a Wide Range of Business Disciplines
Delegates Wishing to Develop Negotiation Skills in Alliance Building
Delegates Who Regularly Work With External Suppliers or Customers
Departmental Heads Requiring to Form Interdepartmental Alliances to Achieve Results
How will this training course be presented?
This Coventry Academy training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes professional learning techniques combined with presentations, interactive practical exercises, group activities and case studies will help delegates to build a formal framework around their current knowledge and skills.
Delegates will be encouraged to develop both their critical thinking and persuasion skills, applying these to the formation and maintenance of negotiated alliances to increase the value for money provided to their employer.
Course Outline
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