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The Art of Negotiation (In-Person)

The Art of Negotiation (In-Person)

By IIL Europe Ltd

  • 30 Day Money Back Guarantee
  • Completion Certificate
  • 24/7 Technical Support

Highlights

  • Delivered In-Person

  • Delivered at organisers' location

  • London

  • Full day

  • All levels

Description

The Art of Negotiation (In-Person)

Confidence, rapport, curiosity, and patience are essential ingredients to successfully handling a difficult conversation and negotiation. In this course, you will learn to identify and manage aspects of a negotiation, distinguish needs from wants, and manage expectations.

The course will cover communication best practices, strategies for handling difficult conversations, and the basics of the art of negotiation.

What You Will Learn

You'll learn how to:

  • Master the different ways to say 'no'

  • Determine negotiation strategies based on typical client strategies

  • Develop solutions to break deadlocks

Getting Started

  • Introductions

  • Course structure

  • Course goals and objectives

  • Establishing personal learning objectives

Foundation Concepts

  • Exercise: Most Challenging Scenarios and Outcomes

  • Debrief: Impact versus intent

  • Addressing customer expectations

  • Needs versus wants

  • Key skills for managing customer relationships

  • o Elicitation (requirements gathering)

  • o Communication and active listening

  • o Sensitivity and empathy

Handling Difficult Conversations

  • Saying 'no'

  • The Ladder of Inference

  • 4-Step approach for handling difficult conversations

  • Characteristics of a trusted advisor

Communication Best Practices

  • Attunement and active listening

  • Exercise: Identifying Effective Techniques

  • Communication pitfalls and best practices

  • Building rapport and influence

  • Words of wisdom

  • Exercise: Reflection on Challenges

Negotiation Strategies

  • Negotiation basics

  • Five phases of negotiation

  • Identifying different strategies

  • o Traditional versus Progressive

  • o Hard - Soft - Principled

  • o Exercise: Your Preferred Techniques

  • Selecting appropriate strategy for project negotiations

  • o Common pitfalls to avoid

  • o The impact of culture on negotiation

  • Looking at conflict through the lens of negotiation

  • Exercise: Mapping a Resolution

About The Provider

IIL Europe Ltd

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