Course Overview

Negotiations are a Key part of communication and various roles in organisations. Excelledia’s Advanced Negotiation Skills Program examines ways to enhance your negotiation outcomes, and reviews the latest ideas and techniques in negotiation. By focusing on the value of the deal for you, examining the different issues that emerge with unsuccessful outcomes and weighing benefits, you will be able to ensure greater success and longer lasting relationships from your negotiations. Key topics covered include the importance of excellent planning, ways to set your own objectives, knowing when to ‘walk away’, ‘close the deal’, and comprehending the top tactics employed by key negotiators.

Who Should Attend?

  • Negotiators at all levels
  • Vendor Managers
  • Retail Managers
  • Purchasing managers,
  • Sales managers
  • General managers
  • Individuals involved in high level buying and selling

Program Outline

  • The Key Skills Of Top Negotiators
  • The Five Outcomes Of Negotiation
  • Negotiating Styles
  • The Climate For Negotiations
  • Planning To Succeed
  • The Elements Of A Negotiation Plan
  • Identifying Key Objectives In Your
  • Negotiations
  • Knowing Your BATNA
  • BATNA ‘Rules’ In Negotiation
  • The Role Of The ZOPA
  • How To Expand The ZOPA
  • Deadlock & How To Overcome It
  • Your Style In Conflict Situations
  • Rights, Power & Interest In Your
  • Negotiations
  • Dealing With Difficult People
  • Some Tactics Of Top Negotiators
  • Mind Games & How To Handle Them
  This training program applies experiential role-play exercises to emphasise the key topics. After each exercise there is a detailed debriefing and facilitator input. Each delegate undergoes continuous improvement through this highly interactive programme. They will receive feedback from those they have negotiated with, and from observations made by the Trainer. This format works exceptionally well, and participants find it an enjoyable & challenging environment in which to develop and enhance their negotiating skills.

Program Objectives

By the end of the training program , participants will be able :
  • To learn how to effectively plan a negotiation
  • To understand the critical role of the BATNA and the ZOPA
  • To explore techniques to overcoming deadlock
  • To learn how to manage difficult people and conflicts
  • To learn the tactics employed by top negotiators
  • To understand how to deal with mind games and organisational politics

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