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Successful Negotiation

Successful Negotiation and Influencing Others

Negotiation – We negotiate with people all of the time. Negotiating is a part of everyday life. Managers have to negotiate with clients, suppliers and internally with colleagues, other departments. At home we negotiate with our kids, our partners and our parents.

So why does negotiation in the workplace feel so different? There are a number of factors such as a feeling of having less control but the main reason is because we feel as if there is more at stake. If we lose the deal, we may feel like it is going to cost us our job. A skilled negotiator is now a very valuable asset to any company.

Who Should Attend?

  • All those involved with commercial negotiation undertaken by the sales, marketing and purchasing functions of organisations
  • People involved with financial negotiation such as budgets
  • Human resource negotiation such as renumeration packages and appraisals

The Principles of Negotiation

We begin by looking at what we mean by negotiating  and what the principles are. We explore the different types of negotiations  and the process by which parties in conflict resolve by agreement. Understanding that both parties have varying degrees of power with both sides being willing to move. Negotiations imply movement but the skill is have minimum movement.

Preparation and Steps for Negotiating

Prepartion is the key. We run through a checklist of items you must have given consideration to before entering into any negotiation. We will explore a model that can be used for any negotiation. We will study what has to be done at each stage in the bargaining arena. Our objective will be to create a win-win situation to enhance future business relations. We will look at the importance of objectives such as what you must achieve, intend to achieve and would like to achieve.

Negotiating Tactics

In this session we will examine negotiations from the gamesmanship perspective. We will discover the most common tactics that negotiators use and ways to counter them. We will then look at the top negotiating tactics to ensure your success. We will also look at critical mistakes such as inadequate preparation and arguing instead of influencing.

Programme Objectives

  • Achieve a strong focus on your business goals and objectives
  • World class performance from your team
  • Enhanced skills to boost productivity and quickly
  • Encourage extraordinary performance from people for increased sales
  • Outperform the competition – a competitive edge
  • Increase your profits with lasting results

"Experience plus reflection equals learning" - John Dewey