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MANAGEMENT DEVELOPMENT COURSE

Today’s workplace has changed

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  • Time is in short supply

  • How we consume information has changed

  • Attention spans have shrunk

  • Maximising employee productivity is a key commercial objective

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So where is the ‘space’ for learning and development?

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As a team of learning and development professionals with decades of experience between us, we’ve transformed the performance of thousands of individuals, but experience alone is not enough. The method of training delivery is now equally important as the content of the course.

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Negotiation training

Negotiation skills training

A key tool in the business armoury is a successful negotiation strategy. Get what you want - whilst ensuring the other party is equally pleased by the outcomes!

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This programme will take you through the step-by-step proven approaches ensuring that you are equipped for even the trickiest negotiations.

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Learning outcomes

By the end of the programme you will be able to:

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  • Know what a negotiation is and is not

  • Understand the conditions required for a negotiation

  • Know the five steps to prepare for a negotiation

  • Be able to demonstrate the skills of a negotiator

  • Appreciate how to apply communication and influencing skills in a presentation

  • Know how to gain Power in a negotiation and deal with it when the other side holds it

  • Understand the law of reciprocity and how to use it

  • Have practiced negotiating

Programme content covers

Stage One – Preparation

  • Setting Objectives for outcome of negotiation - Win/win

  • Recognising the balance of power in negotiation                                               

  • Establishing your fall back position – Best Alternative Course of Action

  • Identifying All your tradable elements – and establishing their priority

  • Setting Trading Limits – Upper Limit, Lowest Limit, Target

  • What If – anticipating the other parties position and how you could respond

 

Stage Two – Bargaining

  • Step 1 - Getting the Full Picture

Starting the process

Establishing important issues for other party – information and motives

Questions that uncover – Fact, Opinion, Effect

  • Step 2 - Presenting your offer (tradables)

 Selling in your proposition – Features and Benefit

  • Step 3 – Reaching Agreement

 The concept of exchanging tradables

Give to receive

  • Step 4 – Concluding

 Summarising the deal & recording

 

  • Practical Skills Development

  • Negotiation Preparation practical using scenario

  • Bargaining using scenario

  • Role-play and feedback

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