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Click for PDF of Advanced Negotiation Skills
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WORKSHOP
OBJECTIVES:
By the end of the workshop participants will be able to:
 Use tools
and techniques to identify potential best outcome in order to
maximise
fee income
Identify how
to create value to both parties without compromising fee income
Understand
how to maximise fee income whilst maintaining positive client
relationships
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
Understand
the dynamics of power and its effects on the negotiation, when to use,
not use and how to counter
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Workshop Content
Introduction
Workshop
aims & objectives
Personal
objectives
Maximising Income
Types of
negotiations
Analysing
& assessing positions – Where does the power lie, strengths,
weaknesses
Negotiating
parameters
Assessing
fee potential, where are we likely to settle
How to
maximise own outcome
Practical
exercise
Practical Negotiation Exercise
Participants will be required to review and analyse negotiation
situations to determine the strength of each position, likely outcome,
fee income potential, most favourable strategy
Relationship Negotiations
Pros &
cons of Relationship negotiations
Creating
value
Valuing the
relationships versus profitability
Strategic
approach to relationship negotiations
Practical Negotiation Exercise
Participants will conduct a case study driven negotiation
Review and debrief of exercise – Feedback & Coaching for improved
performance.
Negotiation Strategies
Getting the
other side to the table
Establishing
a positive negotiating environment
Win-lose
strategies
Win-Win
strategies
Linear &
non-linear processes
Typical
tactics and how to counter
Maintaining & Managing Rationality
Escalation
beyond reason
Objective
assessment
Irrational
expectations
Pit falls of
over confidence
Excessive
emotions
Planning & Preparation Review
Criteria
that should be considered when planning for a successful negotiation
Likely
outcome us & them
Value
creation opportunities
BATNA us
& them
ZOPA
Authority
Negotiating
team, style, culture
Process,
flexibility
Relationship
consideration, departmental, firm wide
Opening
position – Anchor
Close,
Negotiation Exercise 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
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