Advanced Negotiation Skills

Becoming an expert negotiator requires the ability to structure and execute complex negotiations effectively. But without frequently expanding or refreshing your knowledge and tools, you may find yourself in situations where you keep getting the same results. In this program, you’ll learn how to transition from a capable dealmaker to an expert negotiator and how to create value for yourself and your organization. Going beyond basic negotiation tactics, this highly interactive program delves into strategic planning and the systematic thinking that exemplifies expert negotiators. You’ll learn how to drive success as a negotiator, whether you’re inking a high-stakes deal for your company or engaging in multiparty negotiations. This learning experience includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the bargaining table. You will develop more sophisticated negotiating skills, learn how to avoidcommon deal-making pitfalls, utilize expert planning tools, and emerge prepared to conduct a wider range of complex negotiations with confidence.

Mode: Face to Face / online

• Personal inventory of attitudes, skills and abilities in effective negotiation. • How to enhance skills. • The Persuasion and Negotiation • Recognizing the relationship between the two processes. • Determining the negotiating approach and type. • The nature of negotiation compared with persuasion the need to change techniques. • The Nature of Power. • The dynamics of power at individual and organizational levels. • Identifying decision processes and influencing factors. • Creating capacity to effectively represent your interests. • Planning to Negotiate • The key stages of thorough preparation; establishing objectives, determining strategy; determining variables, the roles of the negotiating participants. • Using planning tools, key tasks, simulation and practice. • Using questions and questioning technique • Planning question pathways for control; recognizing the purpose of questions and using different types of questions. • Matching pacing, leading and active listening skills. • Bargaining Styles and Strategies • The strategy and tactics for effective collaborative, competitive bargaining. • Dealing with difficult negotiators. • Putting together and putting across • Effective negotiation communication through planning and understanding the other party’s personality, styles and decision-making approach • Preparation and Planning. • How to structure your negotiations • Verbal negotiation skills. • Non-Verbal negotiation skills. • Win-Win Outcome. • Behavioral Styles. • Relationship building. • Personal action plans. • Assertiveness Behavior. • The timeliness in saying “No”