Professional Negotiation Skills (A two day workshop)
WORKSHOP AIM:
The aim of the workshop is to develop participant’s negotiation skills so that they are able to reach a satisfactory outcome for both the client and the firm whilst maintaining and enhancing the long-term relationship.
WORKSHOP OBJECTIVES:
By the end of the workshop participants will be able to:
Understand
and apply the key skills & behaviour for
effective negotiations
Effectively
plan and prepare for a negotiation, including team negotiations
Successfully
implement a process for a successful negotiation
Identify the
different negotiation strategies and adopt the correct one for a given
situation
Effectively
manage conflict
Identify
own personal style of negotiating; strenghts and weaknesses
Identify and
counter different negotiation tactics and ploys
Understand
the dynamics of power and its effects on the negotiation, when to use,
not use and how to counter
Understand
different team roles for effective team negotiations
Workshop Content
DAY ONE:
Introduction
Workshop aims &
objectives
Personal
objectives
The Dynamics of Negotiating
Definition
Why &
when to negotiate
Key skills
& behaviours required to be a successful negotiator
Why
negotiations fail
Practical Negotiation Exercise
Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Strategic Decision Making
Emotions
Dilemmas
Psychology
Personal
Styles of Negotiating
Negotiating styles
Implications
Assessing
situation & people
Adopting
right strategy for given situation & people
Process for Effective Negotiations
Best practice
guidelines for successful negotiations
Research
& planning
Building
strategies
Creating a positive environment
Negotiation
process
Practical Negotiation Exercise Using CCTV
Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Review
& Summary
DAY TWO:
Practical Negotiation Exercise
Review & debrief video of negotiation exercise
Negotiation Tactics & Strategies
Negotiation ploys
Counter
measures
Power &
influence
Avoiding
deadlock
Negotiating In Teams
Team dynamics
Team roles
Planning/objective
setting
Practical Negotiation Exercise
Participants
will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & coaching for improved
performance.
Power & Influence
Who has the power
What
influences who has the power
Power plays
& counter measures
Power sources
Deadlock
Key reasons for deadlock
Avoiding
deadlock
Techniques
to overcoming deadlock
Cultural
Differences
Understanding
cultural differences
Attitudes
& behaviours
Preparing for
multicultural negotiation
Practical Negotiation Exercise
Preparation for negotiation exercise
Review & debrief of exercise - Feedback & coaching for improved
performance.
Summary & Close