The Confident Negotiator

The Confident Negotiator

- 1 Day

challenge,consultancy,train,training,trainers,derby,nottingham,uk,england,ireland,scotland,wales,accredited,regulations,

WHO IS THE COURSE SUITABLE FOR :

The course provides participants with the opportunity to review how they currently negotiate with colleagues, internal and external customers and suppliers. By reviewing proven communication techniques and approaches, including assertiveness, influencing and negotiating skills, participants are able to enhance their own personal style, in both formal and informal negotiation situations.

AIMS AND OBJECTIVES

This session provides opportunities for delegates to:

	Consider methods whereby they will be able to communicate more effectively with people at all levels and to understand the difference between assertive and aggressive
	Identify where effective negotiating skills could be beneficial within their organisation and recognise the skills and behaviours required
	Have awareness for non-verbal behaviour and the signals it portrays.
	Review the difference between positions and interests
	Review key phases to effective negotiations
	Become more effective at planning negotiations
	Compare “Bottom line” versus BATNA concepts to determine the most effective approach
	Recognising “difficult” personalities/behaviours & how to deal with them in an effective manner, e.g. “The crook”, “The Professional” negotiators
	Employ a range of techniques for effective negotiation and receive feedback on their personal style via “real life” scenarios, practical case studies and role plays

CONTENT

Personal Confidence

	What is “confidence”?
	Overcoming restricting beliefs
	Positive mental attitude

Assertiveness

	Difference between “assertive” behaviour and “aggressive” behaviour
	What assertiveness looks like
	Review current style – “Am I assertive?”
	Techniques to enhance assertive behaviours – choosing the right words & what to avoid

Non verbal communication

	Body language & facial expressions
	The importance of 1^st impressions and appearing confident

Conflict

	Why “conflict” is healthy for organisations if managed carefully
	Review personal style when dealing with “conflict” situations

What is negotiation?

	Background to negotiations
	When is negotiation required in my company?
	What is your negotiating style? Strengths & weaknesses?
	Different types of "satisfactory" outcome - referrals, adjourning, agreeing to differ etc.
	What happens when you can't agree

Negotiating in Practice – from opening to closure

	Key phases to negotiations – Preparation, Open, Propose & Shift, and Closure
	Knowing both sides needs & wants
	Key behaviours – judgement, influencing, tenacity and resilience
	Features, needs and benefits – and when to use them
	Recognising the best case scenario and acting upon it

The importance of maintaining credible working relationships

	Forming and retaining trust
	Different types of negotiator and how to deal with them E.g. “The Crook”, “The Professional” and “Stupid” negotiators

Personal Development Action Planning

	What have I learned
	What will I work on and in what time scale?

METHOD OF DELIVERY

The course will address a variety of case study situations where individuals are required to negotiate for various reasons. The course will be practically based, with theoretical input being demonstrated through exercises and activities. A mixture of group and individual work will be included to keep the course interactive and stimulating with time for reflection and constructive feedback. The course will culminate in a personal development action plan in which delegates will identify areas to work on and will contract with themselves to bring about improvements within specified time periods.