This intensive one-day IACCM-approved programme helps participants develop the skills, knowledge and competencies required to plan for and carry out effective negotiations in a range of different environments.
By the end of the programme participants will be able to:
Understand the basic concepts of negotiation and how it adds value to the organisation
Recognise the stages of negotiation and the skills required at each stage
Make use of tried-and-tested negotiation planning tools
Apply a range of negotiation tools and techniques to support the organisation in obtaining value for money, quality and fit-for-purpose outcomes
Set negotiation objectives
Appreciate the importance of interpersonal skills in maximising the opportunities for reaching win/win agreements
1 Welcome
Introductions
Aims and objectives
Plan for the day
2 Why negotiate?
Understanding the negotiation context
Negotiating with suppliers
Negotiating with stakeholders
3 Understanding the process
The phases of negotiation and what to do in each phase
Before
During
After
4 Planning
Appreciating the importance of planning
Different approaches
Identifying the key variables
Setting objectives for each of them
Practical negotiation planning exercise
5 Doing
The key skills required,
Communication
Numeracy
empathy
Applying these skills in a role play: practical exercise
6 Close
Review of key learning points
Personal action planning