A practical guide to the specific communication techniques that can be deployed to help you get the best deal

Seminar Objectives

• To review the negotiation process in the context of effective communication

• To show how to plan and execute effective negotiations

• To review and practice the various techniques that characterizes the process.

Introduction

In the business environment any kind of communication can cause problems. In a competitive environment, one specific form of communications is vital. Negotiation can have dramatic effects: does it well and you can make advantageous arrangements that boost profit, productivity or benefit you and your organization in many different ways. Do it badly, and you risk losing these advantages – and diluting your personal credibility too.

This practical seminar sets out the detail of the negotiation process in the context of effective communication, and reviews the individual strategies and techniques that can be deployed to make it work. It will:

• Clarify the structure of the negotiation process

• Show how to plan and execute successful negotiations

• Review the techniques – and the ploys – necessary to deploy appropriate negotiating tactics

Review managing the process and maintaining control of negotiating meetings.

Who will benefit from this course?

The course recognizes negotiation as a “career skill”, one that affects personal as well as corporate success. As such a wide range of managers and executives can benefit from attendance – those who must negotiate now (whether with suppliers, customers, management or staff) and those who whose future responsibilities will necessitate sound negotiating skills.

Coverage

Introduction

Negotiating in context – the nature of negotiation process – the foundation of effective communication – the difficulties of “simple” communication and the ways to make it work – the expectations and attitudes of those with whom negotiation is normally conducted.

The link with persuasive communication

The difference between persuasion and negotiation – the need to persuade before you can negotiate – how the skills of persuasive communication relate to the negotiation process – implications when buying/selling is involved - setting up for negotiation during earlier stages of communication.

Deploying the fundamentals techniques of negotiation

Defining the process – clarifying terms and the financial elements involved - trading and using variables – preparation for negotiation (and, if necessary, rehearsal) – relating to others and to the adversarial nature of the process – setting clear objectives and structuring the meeting.

Negotiating tactics

Conducting the negotiation – focusing on the core approaches – managing and controlling the process – keeping on track – team negotiation - using techniques to create an edge.

Getting under way

The dynamics of the meeting: linking theory and practice – managing the ebb and floe of the meeting - reading the signs (reading “between the lines”) – fine-tuning your approach.

Refining your skills

Using the mechanisms of interpersonal behavior – using verbal signals – behavioral techniques, non-verbal signs and body language – listening and questioning skills.

Reaching agreement

Setting policy – finding and settling the format and contractual basis of a deal.

Learning from experience

Focusing on key issues – orchestrating the overall process – enhancing your approach – producing an appropriate style – adding real “weight” where necessary – linking to future (and ongoing contacts)

Summary – action for the future.

Method: the seminar is lecture led and involves exercises, syndicate work and training films to exemplify discussions and learning.

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