Introduction to negotiation skills

This course provides the learner with an introduction to the skills and techniques to achieve win / win outcomes in negotiation situations.

Level

Any employee who needs to develop their personal style and enhance skills in handling negotiations.

Objectives

  • Explain the different negotiation styles and behaviours.
  • Describe their personal style, approach and impact on others.
  • Develop, apply and explain basic strategies to research, prepare and manage negotiations.
  • Develop and apply basic communication, conflict management and influencing skills.
  • Develop a win-win approach while making and containing concessions.

Process

Define your style

  • Diagnostic questionnaire to identify personal negotiation styles and identify areas to improve.
  • Facilitator led discussion on impact on others.

Research and prepare and manage.

Facilitator led discussion to Good/poor negotiating behaviours.

The 3 phrases of Negotiation technique

1. Pre-negotiation phrase. Range of exercises and trainer facilitated discussion covering:

  • Your objectives and desired outcomes for negotiation
  • Information requirements (must, should and could know)
  • Sources of information
  • Parameters for negotiation (knowing your  walk-away point)

Outcomes:

  • Create a preparation checklist for use in the workplace
  • Define negotiables delegates can bargain with

2. The Meeting phase. Range of exercises and facilitated discussion covering

  • Key skills
  • Assertive behaviours and techniques
  • Qualities of good negotiators
  • What concessions to make
  • When to make concessions
  • Role plays based around scenarios/delegates own experiences

3. Post negotiation phase. Group/Team exercises covering

  • Confirm
  • Follow up
  • Review

Influencing

  • Work based scenarios and role-plays using video, followed by plenary session.
  • Feedback will include completing Influencing skills questionnaire. This questionnaire has checklists on style and needs observation to complete.
  • Additional role-plays to incorporate learning from influencing styles questionnaires.

Win/Win

  • The win/win approach to negotiations is used throughout.
  • Using Win/Win model
  • Highlighting the impact of long and short term outcomes and differences with single one-off purchases and long terms supplier agreements.

Options

  • A refresher or basic introduction to negotiation can be run on a one day basis with material selected from the above.
  • Suitable for approx. 8 to 10 learners, with 1 facilitator
  • Professional actors could be included to enhance the role play experience.
  • Role-plays on both day 1 and day 2.
  • Day 1 role-plays on basic skills
  • Day 2 role-plays to incorporate feedback from influencing skills questionnaire
  • Day 2 role plays can include video work