Negotiation Skills

Too often a group will meet to negotiate an arrangement and fail to come to a reasonable position - entrenched positions will stop useful negotiation and poor use of interpersonal skills leads to "stand off" positions and win-lose type situations. Aggressive behavior wins out and the result is not implemented. Win-lose can lead to a future of even less useful meetings. This 2-day course offers the opportunity to learn to negotiate to a position of success.

Target audience

Sales and managerial staff and anyone whose role involves them having to reach agreements rather than simply ordering people to do things for them.

Course content

What is Negotiation? What is Negotiation? . Influencing? . Bargaining? . What Makes a Good Negotiator? . Six Stages of Negotiation

Stage 1: Preparation Identify the Key Issues . Outcomes . Negotiation Range . Best Alternative To Negotiated Agreement . Final Exit Point . Negotiating Authority . Communications . NLP Communication Indicators . Language - Recovering Choices . Gathering Information . General and Specifics

Stage 2: Discussions Active Listening . How Can we Improve our Listening? . Active Listening Steps . Active Listening Techniques . How to Improve your Listening Skills . Avoiding Commitment . Establishing Rapport . Identifying Language Patterns . Filters . Observing and Recording . Observing . Recording . Tools for Observing and Recording

Stage 3: Regroup Meeting Evaluation . Sources of Evaluation . Self-Evaluation by the Negotiator . Evaluation by a Trained Observer . Evaluation by Participants . Evaluation After the Meeting . Benefits of Evaluation . Value Added . Power

Stage 4: Negotiate for Resolution The Big Picture First . Concessions . Compromise

Stage 5: Reach Consensus Restate Final Conclusions . Check on Authority to Sign . Check Individually with Each Person

Stage 6: Close

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