Overview
Building on the topics covered in 'Influencing and Persuading for Managers', this one day advanced course explores and develops best practice for complex contractual negotiation to further your relationships with new and existing partners.
This training may be available onsite; please contact us if you are interested.
Audience
Designed for experienced managers who want to take negotiation skills to the next level and examine their personal negotiation styles and approach to negotiation of high value contracts or complex negotiation with multi parties.
Skills Gained
As a result of the event, participants will be able to:
- Define the purpose of negotiation
- Recognise and use to their advantage their preferred negotiation style
- Apply a range of effective negotiation techniques when developing relationships with partners
- Plan and effectively deal with difficult negotiations to work towards a positive outcome
- Agree and action a number of post workshop activities
Prerequisites
Before the event, participants will spend time researching and preparing the following:
- Complete a personal audit of strengths and personal development areas
- Review and summarise views on a current key client's approach to negotiation
- Discuss and agree with their line manager outcomes expected from the workshop and any personal development objectives.
Course Outline
Principles and Best Practice of Negotiation
- Agreeing key stages and content
- Positional bargaining
- Principled negotiation
Negotiation is...
- Defining negotiation
- Negotiation in your organisation
Personal Negotiation Styles
- Personal styles
- Effective communication and signals
- Hidden meanings
Customer-centric Negotiaion
- Starting with the client
- Knows and don't knows
- Research and preparation
Influencing Others
- Using stakeholder management
- Dealing with difficult situations
- How people think
Dealing With Contractual Change
- Reasons and barriers
- Managing client relationships positively
The training course outline shown above is a standardised version representing all
the dates shown and may vary from the course you attend. You will be sent the actual
course outline when you enquire about a specific date.