Essential Negotiation Skills
Boulden Management Consultants
One-Day Course
This fast paced, interactive one-day workshop is designed to give participants a firm grasp of the key aspects of effective negotiation. It looks at the nine core influencing skills needed to negotiate with confidence and power. The workshop explains how to apply a rigorous planning process to any negotiating situation and goes on to explain how to manage the face-to-face meeting. The training is based on applying Neuro Linguistic Programming (NLP) techniques to the negotiation process and the ideas revealed during the course will build participants ability to achieve good deals along with enhancing their self-confidence.
By attending this highly interactive one-day course you will:
People who are new to the art of negotiation and want to gain an insight into the principles involved in building win/win agreements.
What is going on inside a person’s head (their state of mind) is crucial to good performance in any field but in negotiation self-belief and self-confidence is vital to success. Here we consider the beliefs, values and attitudes of expert negotiators.
The ability to influence and persuade is the key competency of skilled negotiators. Here we cover nine of the most vital influencing tools. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows expert negotiators to conduct face-to-face meetings with elegance and precision.
Paying close attention to the other party’s non-verbal behaviour and tuning in to the underlying message that is being transmitted.
This set of tools is concerned with asking high quality questions that map out precisely the other party’s needs and requirements and this questioning process is at the heart of effective negotiation. Based on the NLP idea known as the ‘logical levels concept’ it allows us to really understand what the other person needs to happen in order to agree to a deal.
Building a history of agreement into the conversation so that the other person gets into the habit of agreeing with you. These techniques help to generate a positive tone to the whole of the negotiation meeting, from the initial remarks to signing off on the deal.
Using assertive tools combined with NLP techniques to put your point of view in a firm, persuasive, courteous manner.
The planning process involves gathering some facts (what we call building a database) and setting out the goals for the negotiation. Once this has been done, specific targets can be set and the plan for the face to face meeting developed.
To run the actual face-to-face meeting we begin by agreeing the outcome for the negotiation and what topics should be covered. We then explore what importance each side attaches to each topic, and make proposals as to how agreement can be reached. Once an acceptable proposal has been put on the table we close the negotiation, record outcomes and monitor the results over time. The four steps of this face-to-face meeting process are described by a mnemonic ‘DEAL”, where each letter in the key word ‘deal’ represents a stage in the meeting:
Practise in moving through the whole planning process and the DEAL making session in one session.
Feedback is based upon peer review using a Boulden assessment checklist. Completing the assessment checklist is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent negotiation meeting.
All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877
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