Advanced Negotiation Skills

This course provides the learner with an enhanced level of skills and techniques to achieve win / win outcomes in complex negotiations and situations.

Level

  • Any employee who already has experience of negotiation and who wishes to refine their skills to handle more complex situations.
  • Prerequisite is the ‘Basic Negotiation Skills’ course or equivalent experience.
  • Prerequisite is experience/skill in coaching staff.

Objectives

  • Develop, apply and explain advanced strategies to research, prepare and manage Negotiations to ensure successful outcomes.
  • Develop and apply advanced level communication, conflict management and influencing skills
  • Actively self-coach and coach others for continual negotiation skills development.
  • Explain use of psychological pressure in negotiations.

Process Pre-Course Work

  • Personal impact influencing skills survey – a combination of self-assessment by the learner together with input from 2 other colleagues to give a balanced view of perceived and actual impact.
  • Day starts with review and conclusions of Influencing skills pre-course survey.
  • Facilitator develops recognition of improvements required.
  • Learners agree actions for development.
  • Learners review basic skills covered on earlier course through active demonstration of each stage of negotiation.
  • Facilitated discussion: why conflict may occur.
  • Highlight benefits of conflict and how to manage conflict for a successful outcome.
  • Facilitator introduces advanced techniques/approaches:
  • 5 faces of negotiation.
  • Power/Threat/Emotion.
  • Transactional analysis in relation to negotiation.
  • How NLP techniques can help negotiating.
  • VAK responses and signals.
  • Review of the power base and impact of psychological pressures (both positive and negative) in negotiation.
  • Demonstrate ability to self coach and coach others in negotiating skills through role-play and exercises using GROW.
  • Outcome: coaching checklist to use with staff.

Options

  • Suitable for 8 to 10 learners, with 1 facilitator.
  • More concentrated work can be achieved with smaller groups or two facilitators.
  • This course can be extended to a 2 day workshop to incorporate more role plays with video.
  • Professional actors can be used with two day role play option.