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Negotiation Skills  >  Courses

Advanced Negotiation Skills

Training course in Advanced Negotiation Skills

Gain a competitive edge in negotiations whilst maintaining and building positive relationships

Two-Day Course

Course Brochure Download
Advanced Negotiation skills brochure
  • Develop self confidence when negotiating
  • Present your arguments in a highly persuasive manner
  • Learn planning strategies for anticipating the other side’s demands

Overview

This programme provides practical help to enable professional people to grasp the mindset of an expert negotiator. The training is based on applying Neuro Linguistic Programming (NLP) techniques to the negotiation process and during the course discoveries will be made as to how to consistently achieve a win/win situation in negotiations.

Learning objectives

  • Understand how your beliefs can affect your ability to negotiate effectively
  • Explore the nature of the different types of negotiation from Lose/Lose to Collaboration
  • Gain a ‘toolbox’ of influencing skills that will mean that you can achieve consistently good results in your negotiations
  • Master a seven-step planning process so that you will be fully prepared for the negotiation
  • Learn how to control the face-to-face meeting using the Deal Making Process

Who should attend?

People with some experience of negotiation who wish to further develop their skills.


Day 1

The inner game of Negotiation

The phrase the ‘inner game’ is a term borrowed from sports psychology. It is a reference to the fact that what is going on inside a person’s head (their state of mind) is crucial to good performance. Here we consider the role perception and beliefs of expert negotiators.

  • Examining your current beliefs
  • Reviewing expert beliefs
  • Making changes that you feel are appropriate for you

Pairs exercises: applying the Affirmation Technique

Understanding the other party’s needs

Learn how to ask high quality questions that map out precisely the other party’s needs and requirements. This ability to empathise with the other party and ‘map out’ their issues is at the heart of an effective negotiation process.

  • The Logical Levels Concept
  • Moving up logical levels
  • Moving across logical levels
  • Moving down logical levels
  • Softeners

The A-G Negotiation Planning process™

The planning process involves setting out the goals for the negotiation, gathering some facts (what we call building a database) and then analysing the data to uncover key issues.

The seven stages of the A-G Negotiation Planning Process that we use at BMC are:

  • Agree outcomes
  • Build a database
  • Chart logical levels
  • Determine common ground
  • Examine Batna’s (Best Alternative to a Negotiated Agreement)
  • Formulate possible trades
  • Generate the settlement range

Case study: planning a negotiation

Setting the scene

This aspect of the course involves covering all the administrative arrangements that relate to the negotiation meeting. Namely;

  • Agreeing the agenda for the meeting
  • Considering our opening position
  • Planning to meet people’s expectations
  • Developing a timetable
  • Briefing the team

Case study: ‘setting the scene’ for a negotiation

The ‘Deal Making’ Meeting Process™

The four steps of the face-to-face meeting process are described by a mnemonic, where each letter in the key word ‘deal’ represents a stage in the meeting:

  • Draw the logical levels diagram (using the logical levels system explore the topics for discussion)
  • Explore possible deals (make proposals and give & receive concessions)
  • Agree the closing position (agree the formal contract)
  • Look at the actual results (monitor how the contract is actually implemented over time)

Case study: conducting a negotiation

Day 2 >>

Day 2

Four expert behaviours

The ability to influence and persuade is the key competency of advanced negotiators. Here we cover four behaviours that research shows are used by experts much more frequently than by their more ‘average’ counterparts.

  • Asking Questions
  • Finding common ground (matching and leading values)
  • Summarising
  • Behaviour labelling

Group exercise: practising developing common ground

Case study: planning and conducting a negotiation

Four key skills

Understanding how expert negotiators use assertive tools to put their point of view across in a firm, persuasive manner, and also how they deal with hostile and aggressive behaviour.

  • Reading body language
  • Three Step Technique
  • Broken Record Technique
  • Feel, Felt, Found Technique

Group exercise: practising the Three Step Assertive Technique

Case study: planning and conducting a negotiation

Breaking deadlocks

Reviewing some of the tools that we can use to regain momentum if the conversation becomes stuck or bogged down on a particular issue. Including:

  • Chunk up – chunk down
  • Negative consequences
  • Counter example
  • Time out
  • Car parking
  • Metaphor
  • Escalation
  • Arbitration

Pairs exercise: discussing how to apply the tools to ‘real life’ issues.

Dirty tricks

Understanding some of the ‘dirty tricks’ that unscrupulous negotiators sometimes use to try and gain the upper hand – and how to counter them.

  • Common tricks (e.g. good cop, bad cop)
  • Counter measures

Case study: dealing with dirty tricks


Feedback

Feedback is based upon peer review using a Boulden assessment checklist. Completing the assessment checklist is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent negotiation meeting.

Course structure

There is an option of following the workshop with a three month long Action Learning project to link the lessons from the training back into the workplace. If this option is selected there is a closure workshop at the end of the project phase where delegates present how they have applied the techniques learned on the course into their daily work routines.


Contact

To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877