Are you expected to negotiate and achieve a better result than seems possible? We often face stressful negotiating situations and may also experience the added pressure of high expectations from others on our team. This very popular Coventry Academy training course will help you to develop a practical framework which may be applied to a wide range of negotiations. You will gain the skills to prepare effectively and prioritise the value of elements for discussion which is vital to securing the best negotiated outcome. The course tutor will also guide you through many practical examples and exercises to boost your confidence in the conversational art of negotiating.
Quais são os objectivos?
By the end of this Coventry Academy training course, you will be able to:
Demonstrate an Understanding of the Four Key Stages in Negotiation
Effectively Apply Techniques to Research the Other Negotiator’s Position, Strengths and Weaknesses
Prepare Key Messages and Statements That You Will Use During the Process
Discover the Art of Persuasive Language
Motivate and Engage Negotiators to Gain Commitment and Achieve Success
Understand the Importance of Timing in a Negotiation Scenario
A quem se destina este curso de formação?
This Coventry Academy training course is suitable to a wide range of professionals but will greatly benefit:
Professionals Who Wants to Achieve More Through Negotiation
Senior Managers Involved in Negotiating Change Management Programmes
Team Leaders, Supervisors, Section Heads and Managers who Frequently Get Involved in Negotiations
Project Management Team Leaders
Procurement Teams
Anyone Who Wants to Become a Leader in Their Work Role and Will Have to Negotiate With Staff
Project, Purchasing, Finance & Production Officers and Personnel
Technical Professionals Including Those in Maintenance, Engineering & Production
Descrição do curso
Day One: Finding a Collaborative Position When Aiming for Agreement
The basis of a negotiated settlement
Disputes and the need for resolution
The place of negotiation in the contractual resolution process
Distributive and integrative approach to negotiations
Emotion, understanding and perceptions
Ethics and the impact on the negotiation process
Day Two: Strategic Approaches to Negotiating Required Outcomes
Preparation and goal setting to maintain focus
The key stages in planning a negotiation
Information needs and sources of negotiation power
Taking positions during the negotiation process
Drafting your proposal which will open the discussion
The discussion and importance of timing when closing deals
Day Three: Negotiation Relationships and Team Dynamics
Non-verbal communication and the interpretation of body language
Communication skill models used in negotiation
Proposals, influence and persuasion
Establishing commitment
Building the negotiating team
Managing multi-party negotiations
Day Four: The Impact of Culture on the Negotiation Process
Interests, positions and escalation
Why are international negotiations different?
The influence of cultural on negotiation
Stakeholder power behind the interests in negotiation
Ploys and tactics and how to respond effectively
Negotiation best practice
Day Five: Resolving Differences and Difficult Situations
The negotiator as a mediator in the process
Handling difficult negotiators
Negotiation case study
Team allocation and simulation exercise
The Do’s and Don’ts of Negotiating
Improving what we do - action planning
O certificado
Coventry Academy Certificate of Attendance will be provided to delegates who attend and complete the course