Typically 2 days training in total either 4 x ½ days or another combination that suits the client.
1The Negotiation ProcessDefining negotiation and understanding the key phases involved in it.
2PreparationWe provide some key tools which participants work through for a case they are going to negotiate. Participants familiarise themselves with the tools, and then practice their use in a simulated setting.
3Strategy and TacticsWe often know what we need to cover in our negotiations, but fail to have a strategy for achieving this. We think about when to introduce issues and how to bargain.
4Questioning TechniquesThis is fundamental to successful negotiation and it requires creative thinking to develop a strong questioning strategy. Why are we questioning, what are we trying to uncover?
5Dirty Tricks That Are Often PlayedThis is not introduced so they can be used, but so you know how to deal with them when they are used by those you are negotiating with.
6Case StudiesWe use industry relevant case studies to practise all of the above techniques and give feedback to participants. This is then built upon and reinforced during the coaching.
One to one coaching is provided for all participants, either face to face or on the telephone. . It is best employed shortly after attendance on the course. Each session usually lasts for 45 minutes.
The content is as follows:
- Reaction to the course content and what they want to apply Identifying opportunities to put the techniques into practise
- Looking at barriers to success
- Looking at support needed
- Action Planning including specific targets