0800 282 353 or +44 1372 364610
Productivity through Education®
 
 

Negotiation Skills for Tough Situations: Tools and Techniques That Deliver Results

 
Course: 341   Duration: 3 Days   PMI: 17
 
 

You Will Learn How To

  • Conduct principled negotiations that result in wise agreements
  • Incorporate a process approach into your negotiation skill set
  • Formulate communication strategies based on various situations
  • Develop a confident negotiating style to deflect tough tactics
  • Apply practical psychology principles to negotiate effectively
  • Enhance your negotiation skills by applying good practices in real-world settings

Course Benefits

Many interactions in a professional environment involve a series of negotiations whose outcome could be the difference between success and failure. In this course, you acquire the knowledge to develop sophisticated negotiating skills crucial to achieving desired results and building strong relationships while keeping business alliances intact. You gain experience through negotiation simulations and practice sessions which build a powerful negotiation toolkit.

Who Should Attend

Anyone responsible for negotiating the best possible terms of an agreement in public and private sectors and those negotiating resources and deliverables in a project environment.

RealityPlus™

Through intense, practical scenarios, you acquire a robust set of negotiation skills and gain experience in:
  • Practising real-world negotiation scenarios
  • Role-playing "tough" situations to develop powerful negotiation skills
  • Building effective negotiation strategies using SWOT, Johari Window and profiling
  • Identifying hidden agendas and taking action
  • Timing the start and close of negotiations
  • Effectively handling moves and turns
  • Applying E.I. and M.I. knowledge for an extra edge in your negotiations
  • Transferring lessons learned to real-world negotiations

Related Courses

  • 287 Complex Project Management
  • 905 Facilitation Skills
  • 296 Project Management: Skills for Success
  • 286 Project Risk Management
  • 381 Business Process Re-engineering
  • 244 Assertiveness Skills
  • 292 Communication Skills
  • 294 Influence Skills

 
PMI R.E.P. logo is a registered mark of the Project Management Institute, Inc. RealityPlusTM is a trademark of Learning Tree International, Inc.
   Negotiation Skills

Upcoming Dates

UK Dates

22-24 FebLondon
20-22 JunLondon
17-19 OctLondon

For complete schedule, please visit www.learningtree.co.uk
 
http://www.learningtree.co.uk/courses/uk341.htm
 
 
0800 282 353 or +44 1372 364610
Productivity through Education®
 
 

Negotiation Skills for Tough Situations: Tools and Techniques That Deliver Results

 
Course: 341   Duration: 3 Days   PMI: 17
 
 
Course Content
 

Defining the Negotiation Environment

  • The impact of culture on effective negotiation
  • The range of negotiation styles and practices
  • Managing an effective negotiation environment
  • Differentiating win/win from win/lose
  • Defining the wise agreement

The Psychology of Successful Negotiation

Applying motivation best practices

  • Assessing the communication profile of negotiating parties
  • The impact of beliefs and values
  • Creating and adjusting plans based on SWOT analysis
  • Identifying Emotional Intelligence (E.I.)
  • Multiple Intelligence (M.I.) and communication filters
  • Analysing communication strengths and challenges

Listening actively for effective negotiation

  • Developing rapport
  • Drafting an iterative negotiating plan
  • Mapping E.I. and M.I. to improve communication
  • Recognising and valuing diversity in others

Dealing with Tough Negotiations

Common tough tactics

  • Intimidation, games and tactics
  • Countering moves of classic manipulators
  • Challenging conventional wisdom on tough tactic effectiveness

Principled responses to tough tactics

  • Negotiation tactics for effective outcomes
  • Revealing unprincipled moves and motivations
  • Countering the win/lose mind-set
  • Managing emotional pressures

Powering Up Principled Negotiation

What is principled negotiation?

  • Elements of principled negotiation
  • The 5-step negotiation process model
  • Payoffs of principled negotiation

Standards for principled negotiation

  • Baselining negotiation standards
  • Building a wise agreement
  • Efficient and ethical negotiation approaches

Planning Wise Negotiation Outcomes

The components of a negotiation plan

  • Structuring positional analysis with the Johari Window
  • Clarifying potential outcomes
  • Leveraging the power of BATNA
  • Tailoring your situational approach

Forming a negotiation preparation plan

  • Successful negotiation planning
  • Balancing plan components
  • Crafting a negotiation plan
  • Testing plan feasibility
  • Future-proofing your plan

Setting the stage for successful negotiation

  • Logistics for successful outcomes
  • Anticipating logistical power plays
  • Building psychological readiness
  • Physical fitness for negotiation success

Managing the Negotiation

Conducting a principled negotiation

  • Recognising hidden agendas
  • Making the most of start and stop signals
  • Knowing when to Agree, Bargain, Control or Delay (ABCD)
  • Gaining collaboration and support
  • Sustaining positive momentum

Informal and formal negotiations

  • Distinguishing watercooler vs. boardroom strategies
  • Choosing when, and when not, to formalise
  • Gauging the best way to close the deal

Applying Your Skills in an Authentic Environment

Developing agile strategies

  • Moving from one-to-one to interteam negotiations
  • Deploying an iterative process
  • Conducting matrix problem solving

Best practices of principled negotiation

  • Arriving at wise agreements
  • Creating efficacy in the negotiation process
  • Delivering ongoing value through positive relationships and reduced stress
 
http://www.learningtree.co.uk/courses/uk341.htm
 
 
0800 282 353 or +44 1372 364610
Productivity through Education®
 
 

Negotiation Skills for Tough Situations: Tools and Techniques That Deliver Results

 
Course: 341   Duration: 3 Days   PMI: 17
 
 
Course Fees
£ 1,565Standard Fee
Fee with a Savings Plan
£ 1,2252-Course Passport
£ 1,0853-Course Passport
£ 1,0004-Course Passport
£ 1,600Voucher 10-Pack

Your Course Fee Entitles You To...

  • Class participation
  • Team workshops
  • Use of in-class hands-on equipment
  • Comprehensive course materials
  • Morning and afternoon refreshments
  • Course Completion Certificate
  • FREE participation in the Learning Tree Professional Certification Programmes (including related exams)
  
 

Savings Plans

2-Course Passport
  • 2 Courses in 12 months for £2,450
  • As little as £1,225 per course
  • Savings up to 45% per course
3-Course Passport
  • 3 Courses in 24 months for £3,250
  • As little as £1,085 per course
  • Savings up to 50% per course
4-Course Passport
  • 4 Courses in 24 months for £4,000
  • As little as £1,000 per course
  • Savings up to 55% per course
Training Vouchers
  • Save as much as £675 per course
  • Fully transferable
  • As low as £1,600 per course
* Exact savings may vary depending on courses selected.

Your Guarantee of Satisfaction

Unless you feel 100% satisfied that Learning Tree delivered even more than you expected, there is no fee for your course attendance. Our Guarantee of Quality lets you experience the value of the course - and then pay only if you feel the course was well worth the fee.

Enrolling is Easy and Flexible!

Enrol by phone or online. If your plans change, just let us know and, without a fee, you can transfer to another course or cancel your enrolment. Pay after you've taken the course, and then only if you are 100% satisfied.
 
http://www.learningtree.co.uk/courses/uk341.htm