Negotiation Skills For Managers

In-Company Course Overview

This management training course will enable participants to practice and learn the basic principles of positive negotiation for all contexts. The course is a blend of presentations, self-analysis, exercises and group discussion.

Who Should Attend

The course is designed for those who are new to negotiation or who want to refresh their skills and review their overall effectiveness when in negotiating situations.

Course Objectives

After attending this course, participants will have the ability to:

  • Negotiate successfully whilst maintaining good working relationships
  • Understand the basic principles of “win/win” negotiation
  • Develop a more assertive negotiation style
  • Understand their own attitude towards handling conflict
  • Learn and practise a structured approach to negotiation
  • Learn how to handle objections
  • Generally improve their inter-personal communication skills
  • Identify areas for personal improvement.

Course Programme

The Principles Of Negotiation
The five styles of negotiation
Collaborating not competing
Win/win characteristics

A Structured Approach To Negotiation
Planning the process
Preparation
The 3 agendas

The Skills Of Negotiating
Questioning skills
Listening skills
Developing assertive strategies
Negotiating on price

Troubleshooting
Handling objections
Closing the deal
Dealing with breakdown

Putting It All Into Practice
Individual role play
Group role play
Feedback
Action-planning

Personal Development Plan
Developing an individual action plan for implementation back in the workplace.

To discuss how this management training course could help you learn the basic principles of positive negotiation or to talk through your requirements, including tailoring this course to suit your exact needs, please contact:

Claudine McClean
T:  +44 (0)116 366 2991 
E: claudinem@structuredtraining.com