Effective Negotiation Skills

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The Programme

Focusing on negotiating for value the programme combines planning, preparation and face-to-face skills designed to maximise outcomes in high-stakes customer or supplier negotiations. This is particularly important when protecting the relationship is important or long term/high value contracts are being agreed or renegotiated.

A negotiation programme and content can be tailored for the specific type of negotiation you wish to be prepared for.

Relevant for

• Sales teams
• Contract managers
• Sourcing specialists
• Any person required to negotiate with suppliers, customers or others within your organisation.

Outcomes

Participants Will

• gain increased confidence about their skills to negotiate successful business outcomes and avoid leaving value on the table
• be more disciplined and strategic in planning for negotiations, and more effective in executing the plan
• achieve improved negotiation outcomes while maintaining a positive relationship with the other party
• gain greater control through a greater understanding and implementation of the negotiation process, tools, skills and alternative approaches
• quickly recognise behaviours that can impact on their success in a negotiation and be more flexible in adapting their communication style to deal with the other party and their negotiation objectives
• have greater confidence and ability to manage tension and deal with the bargaining, trading and tactics that occur during a negotiation
• be able to quickly identify where common ground exists and what action steps are available to achieve a partial or full agreement
• identify and understand how their own values, triggers and responses affect them and others and how they can effectively determine their responses
• refine rapport building skills, advanced questioning and listening skills to get past the rational response to the “real” reason - necessary to successfully negotiate with others
• learn how to work together as a negotiation team

What’s Covered

• Planning a negotiation
• Flow of a negotiation
• Negotiation strategies/procurement strategies
• Bargaining and trading
• Negotiation tactics
• Control and power dynamics
• Negotiating with different communication styles
• Handling conflict
• Questioning and listening techniques
• Persuasive techniques, language and key messages
• Finding common ground and potential sticking points
• Reaching agreement and the close/next steps

This programme includes a set of planning tools which will allow you to quickly prepare for negotiations and address all key elements of the negotiation process.

Delivery Options

• One-on-one sessions
• Team programme
• Incorporating the “theory” on a live negotiation

Supporting your “Live” negotiation

Rather than run a negotiation session for your team based on just the theoretical components of an effective negotiator we can incorporate the “theory” on a live negotiation.

Live coaching is an action learning intervention which is particularly effective because team members learn only what they need and can use immediately (just-in-time) but can then put this into practice themselves the next time.

This ensures the tools and techniques are relevant, practical and can be immediately applied – and measured. Also having an external facilitator /coach will ensure the tools are applied and challenge the negotiation team throughout the process to ensure the solution and document is truly effective – creating a benchmark for future negotiations.