DAY ONE:  Sharpen Your Negotiation Skills

Session One: The Fundamentals of Negotiation

• Understand how a goal focus positively impacts negotiation - A look at how the effective techniques of a target-focused approach helps you stay on track throughout the process of negotiation
• Explore selling and negotiation – the dichotomyUnderstand the difference between selling, bidding and negotiation and the impact of manipulation and persuasion on these efforts
• Common mistakes in negotiation -A look at the effect these common mistakes have in negotiations and how to avoid them
• Distinguish distributive and integrative negotiation concepts -Understand the value claiming and value creation concepts in negotiation and how and when to use each
• Develop your diagnostic tools -How to move your approach from a position to an interests approach by understanding the needs and motivations of the parties to the negotiation. How to harness a mutual gains approach
• Assess your base skills -Appreciate, develop and improve the Seven Skills of More Effective Negotiators

Session Two: Putting it into Practice

• Display your skills: Distributive Negotiation -You will be required to conduct a negotiation, review the result against your goals and analyse the outcome. You will receive feedback on your negotiation skills and develop adaptive strategies. The object of this exercise is to facilitate the giving of constructive feedback and advice on how to build on your individual strengths to shape progressive learning.  The training style adopted seeks to encourage and reassure as well as providing challenge and stimulation. This section is central to the overall effectiveness of the day. Feedback from ongoing courses is very positive.

Session Three: Understand the Process of Negotiation

Each negotiation presents a different challenge and this section ensures that you take a consistent process approach that allows you to stay in control and focused in complex negotiations - whatever the situation may demand.

Areas covered include:

• Understand the four-step process of negotiation: preparation, opening, bargaining and closing.
• Harness the power of preparation: practice the six steps of good preparation including two invaluable tools that visually plot each negotiation. Learn how to apply this practical methodology
• Conquer the three elements of opening: building rapport, anchoring and setting the scene
• Conduct an effective bargaining process: learn and practice practical strategies, tools and tactics to effectively bargain on multiple variables trading in a complex negotiation.  Assess concession patterns and how to read and avoid bargaining ‘traps’. Understand the concept of the contingent contract and shape the negotiation for unpredictables such as ‘risk’, ‘future’ etc. 
• Research on more effective negotiators: bargaining strategies adopted by more effective (than average) negotiators
• Make an effective close: know when it’s time to close, assess the deal against the goal, ‘the Nibble’, manage the relationship and understand the concept of the post settlement-settlement

Session Four: Putting it into Practice

• Display your skills: Integrative Negotiation -You will be required to prepare and conduct an integrative negotiation – Harvard Standard case study. Review the result against your goal and anlayse the outcomes. Reflect on your performance and receive feedback on your negotiation. This section is central to the overall effectiveness of the day and adds a level of complexity to the previous negotiation. 

DAY TWO:  Sharpen Your Negotiation Skills

Session One: Your Personal Negotiation Style

• Analyse your own negotiation style - complete the “managing the differences exercise” and review the five dimensions to understand your responses to conflict; how they may affect the negotiation context, and the selection of the bargaining strategies employed
• Adapt your style to the situation – how to use different negotiating styles to determine the appropriate bargaining strategies in both value claiming and value creation negotiations
• Ten nightmare tactics employed in negotiations and how to countermand them. How to identify and focus on your priorities in situations of anxiety
• Action planning for strategic success in mutual gains negotiations - chart what you’ve learned and show how you will apply it immediately to your work