Tel: 0844 394 8877
Negotiation Skills > Courses
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.
People with some experience of negotiation who wish to further develop their skills.
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.
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 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:
This aspect of the course involves covering all the administrative arrangements that relate to the negotiation meeting. Namely;
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:
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.
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.
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:
Understanding some of the ‘dirty tricks’ that unscrupulous negotiators sometimes use to try and gain the upper hand – and how to counter them.
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.
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.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877