Advance Negotiation Skills

  • Register
  • Fees : 2600 $
  • Date 10 Mar 2019
  • Location Dubai, English

Advanced Negotiations Skills

 

Course Introduction:

 

When entering into deep negotiations and careful negotiations the negotiator needs to prepare very carefully. The advanced science and art of negotiations is a series of developed personal skills and techniques and a process that must be developed to be a highly successful negotiator

 

This course has been designed to develop more focused Negotiating skills and examine and analyze the science of the subject and also develop an experienced negotiator in the methods, techniques and skills for successful development and enhancement of their negotiating capabilities.

 

There is extensive case studies and practical sessions to stimulate and encourage students maximum participation. There is also a self analysis of skills and a personal Action Plan. 

 

 Course Learning Objectives:

 

                This programme is specifically designed to give the participants the

                Advanced capability to:

 

  • The scientific approach and Human Resources required for Instinctive, Rational and Behavioral Psychologies involved, motivation factors etc

 

  • Recognize, analyze and utilize the methodology of effective             negotiations, and assist in their understanding of the detailed and thorough process involved.

 

  • Enhancement of existing skills as effective and skillful negotiators.

 

  • Forming a negotiations Strategy in the approach to and during negotiations meetings

 

  • Research involved prior to and during meetings to create positive advantages

 

  • Ability to recognize when ‘negotiating’ is the appropriate form of action

           and which techniques are most likely to lead to a satisfactory conclusion.

 

  • Recognize the importance of win/win solutions and when a deal is

           ready to be ‘clinched’.

 

  • Advanced understanding of the negotiation process and the importance of using the process if their negotiations are to be successful.

 

  • Have had an opportunity to discuss and develop an advanced learned opinion concerning the benefits of good negotiation skills.

 

  • Be aware of the dangers and possible reasons of ‘negotiation

           breakdown’ preventing the achievement of a successful outcome.

 

  • Setting up and operate the stages of negotiation both on an individual

           and team basis and the Psychology involved.

 

  • Develop skills and knowledge in assessing relative strengths, agreeing

           objectives, identifying hidden agendas, using adjournments as a tool

            and negotiating in an environment of cultural differences.

 

  • Understand the signs indicating when an agreement is at hand, how

            the deal should be clinched, and how to ensure the deal holds.

 

 

Course Duration:  Five Days  

 

 

Who Should Attend:

 

The course is directed to audience participants who are developed managers, supervisors, marketing and sales personnel, also those who are involved with customers and clients who need to be aware of handling and negotiating in a business profile or are involved with Sales & Contract Negotiations. 

 

 

Daily Course Outline:

 

 

Module One:

 

The scientific approach and Human Resources required for Instinctive, Rational and Behavioral Psychologies involved, motivation factors etc

 

Recognize, analyze and utilize the methodology of effective negotiations, and assist in their understanding of the detailed and thorough process involved.

Concerns some definitions of negotiations as a concept. It examines what is meant by win/win situations and the importance of the development of negotiation skills and techniques that, in the long run, benefit all.

 

 

Module Two:

 

Module two examines the likely competing interests of the parties involved in the negotiation process and why it is important to be flexible if a successful outcome is to be achieved.

 

It also looks at the possible underpinning philosophies of the parties and why as a consequence total success for either, when embarking on negotiation, is difficult to achieve. It also analyses personal skills and enhancement of existing skills as effective and skillful negotiators.

 

 

Module Three:

 

This module seeks to identify the stages of a classic negotiation exercise, from the outset to settlement.

 

It also looks at the various methods of negotiation for both individuals and the team and the likely competitive and conflicting objectives within the team for a settlement as close to their personal needs as possible.

 

It also describes and details of how to form a negotiations Strategy in the approach to and during negotiations meetings

 

 

Module Four:

 

Traditionally, negotiations have many rituals attached to them, and this module examines the most salient of them and how and why negotiators need to be aware of the influence of cultural rituals in the negotiation process.

 

 

Module Five:

 

Involves making relative assessments of their own and the opposite side’s strengths and weaknesses at the negotiating table, whether they are potential or real.

 

This module also examines the methodology of setting objectives that are acceptable to the whole negotiating team and the detailed research involved prior to and during meetings to create positive advantages

 

 

Module Six:

 

Module six is about timing, not only of the negotiations themselves but in the context of the external world and how the correct timing of negotiations can greatly influence a successful long term outcome. It also examines the ‘adjournment’ as a negotiating ploy.

 

The module looks at the negotiating table and its local environment and how the interpretation of body language of participants is often helpful as a clue to making successful progress.

 

 

Module Seven:

 

Is about finding common ground within the agreed objectives of the negotiating team. It’s also about building on the common ground and playing up the positives

 

 

Module Eight:

 

Concerns the completion of negotiations and reaching agreement.

It goes on to examine the implementation of the agreement and ensuring that the agreement is adhered to.

 

An important aspect of this module is to look at negotiation breakdowns and what to do in that event. Finally it examines alternative strategies in order to obtain the best outcomes.

 

Module Nine:

 

This module consists of an in-depth scenario where course attendees have an opportunity to role-play a negotiation exercise taking in all of the learning points covered in the modules above.

 

Each attendee will be assigned a role with a background script that overviews the fictitious Company as well as a personal script from which they will extract what their personal objectives may be in the negotiations. Attendees will be allowed sufficient time so that hopefully, an agreement can be arrived at.

 

 

Module Ten:

 

Consists of the evaluation of the programme. Attendees will, collectively and individually, be encouraged to make a verbal evaluation of the three day course, followed by a discussion between themselves and the Tutor.

 

Additionally, they will be issued with a formal evaluation form which they will be expected to complete before leaving the training room at the end of the course.

 

Personal Analysis and Action plans for further Development of Negotiations Skills.  

 

           

  • Case Studies
  • Group Role Play & Discussion
  • Course Review
  • Course Evaluation
  • Course summary

 

Advanced Course Search