Negotiation Skills

The ability to negotiate well is both a key business skill and an important "life skill". Most of us regardless of the position we hold or the type of business we work in find ourselves negotiating, either formally or informally, on an almost daily basis.

It has been said that "there is no easier place in the commercial process to make or lose money than at the negotiation table". It would probably be fair also to say that a good deal of time and effort could be saved and much unpleasantness avoided if people exercised greater skill when negotiating.

How You Will Benefit

• Learn tried and tested methods of preparing for and implementing negotiations to achieve successful outcomes.
• Understand the various types of negotiations in which you may be involved. Whether they are formal, informal, situational, positional or principled.
• Distinguish negotiation from bargaining.
• Analyse your own strengths and weaknesses as a negotiator.
• Discover what points to watch for when negotiating a contract or deal.
• Generally improve your negotiation skills.

Who Should Attend

Robenny - School Of Business designed this course for

• Anyone in a management position. Salespeople and Purchasing Officers.
• Those who are called upon to negotiate with staff, management or colleagues, customers, clients, suppliers, Legislative Bodies or Trade Unions.
• In short, anyone who has to negotiate on the myriad issues which arise in both the marketplace and the workplace.

What You Will Cover

Day 1.

• Types of Formal negotiation.
• Distinguishing negotiation from bargaining.
• Understanding the "Negotiation Model".
• Preparing for Negotiation.
• The five phases of negotiation in practice.

• Case Study 1, in which participants will negotiate an outcome to the scenario provided.

• Analysis and discussion of outcomes.

Day 2 .

• Essential negotiation skills.
• Questioning and listening skills.
• Identifying the personality types of other negotiators.
• Understanding Time, Power and Knowledge in negotiation.
• Negotiating with difficult people: when to co-operate and when to compete.
• How to form an efficient negotiating team.
• Points to watch when negotiating a contract or deal .

• Case Study 2.

• Analysis and discussion of outcomes. Course review and personal Action Plans.