Advanced Negotiation Skills

Course Overview

The most effective negotiators see negotiation as a process which must be meticulously prepared, reviewed, adjusted, and improved. A well conducted negotiation goes through a number of distinct phases, skip these and the deal is almost bound to be sub-optimal. The ability to perform well in a negotiation is an essential requirement for every commercial role from senior executives to individuals with specific sales, procurement or contract management responsibility. The great news is that through developing a clear understanding of the purpose and structure of each of the phases of a negotiation we can dramatically improve our performance and therefore the outcome for our organisation.

But effective negotiation requires more than just adherence to good process. It is a human to human interaction requiring excellent communication skills, influencing strategies and the application of persuasion techniques. Again, these are all skills which can be improved by understanding the science behind them and through practice in the safe environment of the training room. This 1-Day CMBD course will give delegates the opportunity to review and discuss the most up-to-date theory and allow them to put the techniques into practice using case studies and negotiation simulations.

The course will cover a range of negotiation styles, the importance of understanding the Zone of Potential Agreement, Setting appropriate targets, negotiation tactics, creating movement, dealing with difficult behaviours, and the all-important closing of the deal.