Negotiation Skills Training

Negotiation skills are important in any business activity. Success is reflected in the bottom line outcome and the individual negotiator’s reputation. For negotiators to be successful, they need to have confidence, skill and careful planning.

Training in negotiation skills has been around for many years, proposing a variety of approaches and tactics, but no one system or approach will work for all negotiations. The approaches used in this course will provide learners with the confidence, and the ability to reach effective agreements in both competitive and collaborative situations. Emphasis is placed on the development of strategies and the sensitivity needed to determine the appropriateness of particular actions and behaviours to achieve the desired outcomes.

Learning Objectives
This course is designed to assist negotiators exceed expected outcomes in both collaborative (win-win) and competing (win-lose) negotiation situations. This course will enable learners to:

• Assess their natural styles, strengths and vulnerabilities as negotiators
• Set clear objectives and positions on each issue, develop appropriate negotiation styles and strategies for a range of negotiation situations
• Analyse both parties’ positions and respective power
• Plan effectively for individual and team negotiations
• Discuss the phases of negotiating, and the characteristics of each phase
• Identify, use and counter a range of negotiation tactics and processes
• Secure improved negotiation results while maintaining business relationships
• Develop techniques and action plans that will improve their ability in future workplace negotiations.