Negotiating Skills

Overview

Successful negotiations involve an element of trade or bargaining, an exchange of one valuable resource for another to enable both parties to achieve a satisfactory outcome. This highly practical course will show you how to pursue your objectives whilst maintaining positive and co-operative relationships with your customers, both internal and external.

Objectives

By the end of this course, you will be able to:

• list the key elements of a structured negotiation process
• identify the real meaning of 'win-win' within the context of negotiations
• plan and prepare ahead of the negotiation
• demonstrate the communication skills required to negotiate a successful outcome
• identify the benefits of being able to successfully influence others

To support the achievement of the above, you will have the opportunity to practise and develop your practical skills using a number of small group, paired and individual exercises. You will also be encouraged to develop a personal action plan to support your continued learning back in the workplace.

Duration

1 day

Key Areas Covered

• What makes a good communicator?
• What is your current approach to negotiating?
• Negotiation as a structured process.
• The real meaning of 'win-win'.
• Preparing and planning ahead of the negotiation.
• What to say in the first five minutes.
• Effective/appropriate communication skills.
  • the importance of body language, tone and words
  • developing listening and questioning skills
• Identifying assertive behaviour and how it can help you to deal with difficult situations.
• The importance of building a rapport with your customers.

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