Advanced Negotiation Skills
Why Needed
In complex negotiations the stakes can be very high. Negotiating is a key skill of any manager or senior executive. Negotiating expertly is critical to achieving success.Not being aware of all the more complex negotiating tricks, ploys and gambits makes executives very vulnerable and at the mercy of those who are more aware. The purpose of this programme is to equip you with powerful negotiation techniques that have maximum impact. Advanced Negotiations go into a lot more care and attention on planning and investigates an 18-stage process on how to prepare a complex negotiation with many phases. More than any other training investment, it yields direct and considerable bottom line results. In the programme we use advanced case studies with many negotiating variables.
Who should participate
Sales Managers Purchasing Managers Finance Managers Technical Managers Managers that handle the negotiations of employee contracts Managers and Administration Executives who deal with sales and purchasing, or conflict resolution Senior executives who negotiate
Dates, Venue, Language - 5-6 October 9:00am - 5:30pm
- Lunch break at the venue: 1:00pm - 2:00pm both days
- "The Cyprus Hilton", Nicosia
- English
- Programme Director: Peter Andreou
Upon completion of the programme the participants will be in a position to:
Handle Complex Negotiations Create win-win situations in a conflict situation Conduct Principled Negotiation Structure Properly the phases of long Negotiations Use Advanced Planning Preparation techniques to achieve their strategy Create and Prepare Power sources Agree Roles with Team-members Break Deadlocks Empty objections Finalise
What the programme will cover: Αnalytical Programme Introduction to Negotiation Skills Foundation Where Negotiating Goes Wrong (Role Play) Negotiation - the "oldest" profession Objectives Negotiation Definitions The Difference between Basic and Advanced Negotiation Skills Where a more thourough Advanced Approach is necessary
Introductory Basic Concepts
The 18- Step Process Exercise – What do we have to prepare for? The 18 different Steps of Advanced Negotiation Range of issues to be Negotiated Personal Needs Organisational Needs Identifying the underlying real needs Preparation Cycle for 18 Stages Two exercises on Range of Negotiating Positions Unspoken Rules of Negotiation Clarifying Real Objectives Best Alternatives To Negotiated Agreement Making the other party feel they have won Advanced Case Study 1 Practicing the learned skills
An Advanced Negotiation Case Study Preparing the Environment Time Vs Pressure Negotiating Exercise with Time Pressure Negotiating the Expectations Agreeing Boundaries Agreeing Rules Knowledge & Competencies Planning & Preparation 17 Power Sources
Power Sources Two case studies on power Greatest Need Values, Attitudes, Beliefs Knowledge & Competencies Planning & Preparation Environmental & External 17 Power Sources
Case Study 2 An Advanced Negotiation Exercise on Phases of a difficult Negotiation Preparation of the other sides Case Getting to say Yes Preparing all elements and positions Bartering Size of Concessions Final Offers
Deadlocks in Advanced Negotiations
Moving the Process On Achieving Breakthrough Understanding the other side Probing and Exploring Options Questions Open Ended Questions Reflective Questions Directive Questions Cooperative Style formula Facilitating Dialogue
Lost Art of Listening Listening Exercise 5 levels
-Ignoring
-Pretending we are listening
-Selective listening
-Attentive listening
-Empathic listening Team Role in a Negotiation Research on the other side Preparation for Justification from the other side of your case
Non Verbal Communication Reading Non Verbal Communication Negative/Defensive Confidence Anxiousness/Willingness/Interest Frustration/Anger Boredom Deception Exercise :Non-Verbal Communication
Finale Preparation of your next Negotiation Presentation of Strategy of your Next Negotiation Summary of learning Implementing the learning Evaluations and certificates
Investment Investment: €675,00 + V.A.T per person. The programme has been approved by the HRDA.Enterprises participating with their employees who satisfy HRDA’s criteria are entitled of subsidy This includes the two-day programme and workbook For Group Discounts please call us Cheques to be issued to: P.A. PeopleAchieve Ltd Cancellations within three working days of the programme are liable for the full fees Substitutions are welcome
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