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Negotiation and Influencing Skills

1 or 2 Day Course

OVERALL AIM:

This course will give delegates an overview of the process of negotiation, focusing on the phases of a negotiation and the influences that one might use in affecting outcomes.  This is a practical, 'hands on' course, conducted in a fun environment.  Delegates will be given the opportunity to practise negotiating within small groups, without putting pressure on anyone.

WHO SHOULD PARTICIPATE:     

This course is for anyone who wishes to enhance relationships with other people at work, socially or in personal situations, although many of the principles discussed may be applied to negotiations within a commercial or business context. Those new to negotiating (and those with more experience) will gain increased confidence from the course.

COURSE CONTENT:

Day 1

  • Introduction and objectives: The tutor outlines the course objectives and delegates are asked for their objectives
  • Definition:  The group works within small groups to define the term ‘negotiation’. The tutor’s definition is also outlined. The concept of `win - win’ negotiation is discussed
  • Negotiation phases: A four-phase model is used.  Two additional models are introduced which assist in identifying our negotiation objectives
  • Practice session: Delegates will practise in small groups
  • Qualities/skills/behaviour of effective negotiators: Tutor introduces researched factors identifying effective as opposed to ineffective negotiators
  • Review and learning points.

Day 2

  • Review
  • Team negotiations: Advantages and disadvantages
  • Where to negotiate: Your place, their place, neutral ground
  • Seating arrangements
  • Practice session: Delegates will practise in small groups
  • Influences:  We discuss 5 influences and the appropriate use of each influence
  • Principles of effective communication
  • Review:  A brief review of main topics covered.

COURSE OBJECTIVES:

At the end of this course, participants will be able to:

  • Define the term `negotiation’
  • Recognise the qualities, skills and behaviour of effective negotiators
  • Identify and be able to follow the phases of a negotiation
  • Appreciate what happens within each phase
  • Recognise the 5 influences that may be used to shape others' opinions
  • State the advantages and disadvantages of team negotiations/venues of negotiation/seating arrangements
  • Appreciate principles that support effective communication.

Course Enquiry

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