Live Instructor-Led Intermediate Negotiation Skills
Aims
To provide participants with the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments and scenarios. The course provides the opportunity to assess and build on existing skills, focusing on achieving win/win outcomes.
Target Audience
This “Live” instructor-led course is designed for all those who are directly or indirectly involved in the process of commercial negotiations. This will include contract and commercial managers, procurement team members, and supply chain professionals who have some experience of negotiation but would benefit from extending their knowledge and competence in the subject. It would also be of value to experienced negotiators who want to refresh their skills.
Learning Outcomes
By the end of the programme, participants will be able to:
- Recognise the importance of an organisation adopting a strategic approach to negotiation
- Differentiate between “excellent” and “standard” negotiators, reinforcing the Behaviours that lead to successful outcomes
- Analyse their own negotiating style to identify areas for development
- Explore how concepts such as Emotional Intelligence, Transactional Analysis and Conflict Resolution can be applied to negotiation scenarios
- Develop an effective strategy for answering the two most difficult questions for any negotiator
- Identify the most common barriers to a successful negotiation outcome and develop strategies to overcome these
- Apply a range of persuading and influencing tools and techniques to support the business in obtaining value for money, quality and fit for purpose outcomes
- Appreciate the importance of verbal and non-verbal communication skills in maximising the opportunities for reaching win /win agreements
- Consider the benefits and drawbacks of a variety of negotiating approaches
- Feel confident and prepared when participating in or supporting a negotiation
