Certified Negotiator: Negotiating & Deal Making Strategies

Certified Negotiator: Negotiating & Deal Making Strategies

OBJECTIVES

• Define, prepare for, and achieve success in varying/high profile negotiated deals
• Recognize the power to be gained from “bridging gaps” in proposals and dispute resolution
• Manage conflict successfully by choosing from 5 different coping strategies
• Prepare and defend against the tactics and ploys of other teams
• Use power, determination and firmness to gain a vital edge in debate and bargaining
• Reduce the risk of implementation failure in agreements by learning from own experience and that of others

WHO SHOULD ATTEND?

• Professionals who have to lead Negotiation Strategy – as well as Sales Executives, Purchasing Agents, Engineers and Marketing Representatives who need a greater insight into the skills involved
• Also be of benefit to managers who find it necessary to negotiate internally – across departments and functions
• A rich mix of participants is usual from Africa, Europe as well as the Middle-East – enabling authentic, practical discussions and sharing of experience

COURSE  OUTLINE

DAY 1 – Why Negotiate to Conclude Deals?

• Personal impact factors contributing to the ability to persuade and convince others
• 9 widely used techniques to build personal influence
• Alternatives to negotiation – saving time and money
• Common reasons for poor agreements
• Profile of the skilled negotiator – and how to achieve this status
• Cultural and international aspects – and how negotiations may be affected
• Vital phases for a successful negotiation activity – how to achieve excellence
• Planning objectives – thinking about movement, the case and the other party’s limitations and motives
• Practical negotiating “one-to-one”
• Personal assessment through the power of observation – giving and receiving feedback

DAY 2 – How to ‘Bridge the Gap’ and handle obstacles

• Building flexibility into Proposals
• Opening gambits – starting a negotiation and creating an appropriate atmosphere
• Methods of creating (and destroying) trust
• Needs analysis – the way of underpinning or diluting power
• Eight tactics to help progress the agreement
• Using concessions -without expressing weakness
• The power of Public Relations in establishing the bargaining atmosphere
• Analysing power in bargaining – dependency and relationships
• How to break an impasse
• Factors that affect perception in negotiation
• Practical negotiating in pairs – hazards and advantages
• The power of observation – giving and receiving feedback
• A personal inventory of interactive and persuasion skills

DAY 3 – Negotiating through Conflict Situations

• Push/pull styles of communication and persuasion – which do we use?
• Coping with stereo-typical behaviour – how salespeople and buyers are trained in avoiding “deal-busters”
• Non-verbal communication – reading, analyzing and casual behaviour
• Facilitating the use of problem – solving approaches
• Positional v. principle approaches to negotiation
• Patterns of conflict and counter – measures
• What to do when conflict is threatening – 5 approaches to handling it together with guidance on behaviour for: our side, the opposition and methods of organisation
• Setting new objectives in a changing environment
• Task v. People Centred negotiators – focus for activity
• Practical exercises of greater complexity
• Analysing individual contributions

DAY 4 – Team Negotiation Strategies in the “Real” World

• Roles in a team – selection and organization
• Individuals and their needs
• Best practice – team size and control factors
• Effective goal – setting and team strategy
• Team negotiation – advantages and constraints
• Methods of creating commitment and team cohesion
• Opportunities for competitive behavior
• The psychological “game” – using/avoiding deeper influencing skills and discomfiting tactics in longer term relationships
• Forming and changing the team – effects on strategy and results
• Practical exercises of greater complexity

DAY 5 – Skilled Negotiators Learn from Experience

• Achieving personal and organizational success
• Techniques for ensuring transfer of learning to the “real” world
• Self-improvement factors – eg concentration, attention, listening, focus
• Scaling results – through the personal diary
• Personal tactics – from “shopping list agenda’s to broad front negotiation
• How to learn from opponents and organizations
• Continuing development through personal action plans and personal checklists