This intensive, highly practical two-day training programme will provide attendees with all the tools they need to be effective, impactful and influential negotiators.
The training sessions will involve input and shorter practice tasks including full negotiation roleplays and simulation followed by reflection and feedback. These will include:
- A longer biparty / buyer-seller negotiation
- A full multiparty / distribution negotiation
- A lengthy intercultural negotiation
- A problem-solving collaborative negotiation
The course will provide a full understanding of negotiation and approaches to negotiation that can deliver a measurable financial return.
In recent years, this course has been delivered online as well as in-person for companies in the UAE, Saudi Arabia and Russia.
Face-to-face or virtual group course.
Having attended this course, participants will:
1. Know the key elements of a modern negotiation and be able to use negotiations to build relationships.
2. Have a range of negotiation approaches and tactics to both use and guard against.
3. Fully understand the negotiation process and how to reach and check for agreement.
4. Have advanced their communication skills in areas linked to negotiations such as listening, questions and reading body language.
5. Have engaged in a range of negotiation practices, reflected on their own performance and received both peer and trainer feedback.
Who Should Attend:
The course is aimed at anyone who needs to develop their competences in business writing.
Key Features of the Course:
- The negotiation process
- The characteristics of an effective negotiator
- How to bargain
- Using questions in a negotiation
- Listening in negotiations
- Checking for agreement
- Reading nonverbal communication
- Analysing outcomes
- Negotiation tactics and wider strategies
- Influencing and assertiveness in negotiations
- Breaking deadlocks
- Understanding “dirty tricks” in negotiations
- Relationships and negotiations
- Multiple practice negotiations
- Personal action planning
Fisher, Roger, Ury, William and Patton, Bruce (2011) Getting To Yes: Negotiating Agreement Without Giving In. London: Random House.
Gates, Steve (2016) The Negotiation Book. Chichester: Capstone.
Voss, Chris with Raz, Tahl (2016) Never Split the Difference. London: Random House.
Outline / Technical Proposal:
"Negotiation is a necessity, a process, and an art"
- Steve Gates
(c) Ben Dobbs, Dublin, 2021.