Negotiation Strategies and Tactics for Win-Win Outcomes
Target Audience: All job functions responsible for negotiating - internally and with suppliers. This course is suitable for commercial and non-commercial negotiations.
Key Learning Outcomes
- Understand the negotiation process and know how to structure a formal negotiation.
- Use practical tools to help you prepare for the negotiation.
- Confidently lead or participate in a negotiation to achieve a desired outcome.
- Use Neuro-Linguistic Programming (NLP) techniques to build rapport.
- Practice your skills in a fun environment on relevant case studies.
Course Delivery Includes:
- Theory: Latest best practice
- Team discussions and exercises
- Technique application practice
- Role plays
- Film clips
- Personal action planning
Course Outline: Negotiation Strategies and Tactics for Win-Win Outcomes
MORNING SESSION
The Negotiation Process
5 Key Principles for Negotiating
Stages in the Negotiation Process
Understanding Win-Win
Preparing for the Negotiation
Knowing What You Want
Assessing the Opposition
Anticipating Possible Outcomes
Knowing What you are Prepared to Give
Your Backup Plan
Key Roles in a Group Negotiation
Conducting the Negotiation
The Opening Gambit
The Exchange
Uncovering Hidden Agendas
Identifying and Beating their Countering Tactics
AFTERNOON SESSION
Closing the Negotiation
Confirming Terms at Closure
Methods of Closure in a Deadlock
Establishing Rapport
What it Means to be in Rapport
The Ingredients of Trust
Rapport-building Techniques
Putting it all Together - Negotiation Practice
This is a 1.5 hour group exercise providing the delegates an opportunity to practice what they have learnt
Top Tips
Best Practices for Negotiating on the Telephone
Key Negotiation Tactics
Personal Action Planning