European Institute of Management and Finance | Advanced Negotiation Skills
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Advanced Negotiation Skills

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Advanced Negotiation Skills


Although negotiations take place every day, the biggest negotiations often have far reaching implications.  To handle these effectively individuals need to understand what to do, what to say and where they want to reach to achieve their goals. As with many successes in life, it is the pre-work and planning that will ultimately win the day.  This programme will provide the tools and techniques for both the preparation and for the negotiation meetings, calls or messages.


Using a structured approach to negotiating will build and develop the necessary confidence, as well as allow for effective reviews to be made, as improvement areas are more easily identified. In a competency area like negotiation skills there are no limits to how much can be achieved – this is why a structure which is flexible but practical can help individuals and their organisations to improve.


Most negotiators develop habits and traits which work for them, but which – over time – tend to come down to a small range of behaviours and habits. This training workshop will help participants evaluate their own habits and mindset and identify new approaches which will provide a more flexible yet still professional approach.



Training Objectives


This highly interactive course is suitable for working professionals where negotiating with clients, colleagues and business partners is a feature of their everyday work, and where the highest standards are required.


Participants will have the opportunity to:


  • Examine their own negotiation skills levels
  • Consider how they prepare for negotiations
  • Describe what win/win means for them
  • Use the win/win model to plan negotiation outcomes
  • Describe the best ways of dealing with clients of all types
  • Describe the skills to enable mutual benefit
  • Use the IMPACT model to structure negotiations
  • Consider a range of techniques for handling difficult negotiations
  • Know when to stay and when to walk away
  • Practice negotiations to develop new skills
  • Receive individual feedback to enhance their performance
  • Negotiate against the clock to balance time and outcome
  • Demonstrate how to maintain good relationships while winning business
  • Demonstrate how to negotiate improved outcomes for themselves, their clients and business partners.



 Training Style


This course is interactive in nature and participants will be actively involved, using their own experiences and challenges to reinforce and adapt the new knowledge and skills to their own reality, as well as examples, case studies and simulations provided by the trainer.


The course will combine the application of the basic techniques ensuring everything is covered, with more advanced skills to develop and enhance their negotiation style. Participants will have the opportunity to work on practical material to apply and negotiate in everyday situations, not just client scenarios. The training will also use training models that help with structuring negotiation context, i.e. not for quick scripted lines.



Training Outline


Prepare to negotiate

  • Why we negotiate
  • Where races are won – and lost
  • What does Win/Win really mean?
  • Planning negotiation outcomes
  • What will they be planning?
  • Hard and soft outcomes
  • Seeking the easier routes
  • Preparation for specific scenarios

Exercise: Pairs exercise – looking for the mutual benefit


Interests and Positions

  • Describing their positions
  • Connecting with interests
  • Describing our own positions and interests
  • Looking for strengths and weaknesses
  • Outlining walk away status
  • Describe your BATNA
  • Consider how to use your BATNA
  • The balance of power

Exercise: Practice preparation in pairs– your next negotiation


Becoming Skilful Negotiators

  • Who do you like negotiating with?
  • Creating the right first impression
  • Building rapport and connection
  • The power of questions
  • Questioning styles and types
  • Listening for negotiators
  • Flexing and re positioning
  • Reframing for your outcome
  • Why should they?

Exercise: Questioning skills for positions and interests


Negotiating with IMPACT

  • Structured negotiating
  • Applying skills to situations
  • Questioning with confidence
  • Understanding their positions
  • Looking for alternatives
  • Asking for what you want
  • Seeking solutions using benefits
  • Identifying “sticky” points
  • Moving to the best solution

Exercise: Negotiation practice in small teams, with feedback


Techniques for “tough going”

  • The most powerful words
  • When to stay and when to go
  • The “Columbo”
  • Testing their desired outcome
  • Face to Face/Phone/email/other?
  • Persuasion: better than telling
  • What does “no” mean?
  • Deadlines and concessions

Example: application of techniques to a range of situations


Improving with Practice

  • Interactive exercise/scenario
  • Implementation of learning
  • Developing through feedback
  • Learning through watching and doing
  • Identification of individual learning points
  • Win/win in practice

Exercise: The Deal – team/pairs exercise with feedback



CPD Recognition


This programme may be approved for up to 7 CPD units in Soft-skills and Personal & Professional Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.


Professionals requiring CPD units to meet the education requirements for an occupational licence renewal, and/or for maintaining other professional memberships/certifications which accept CPD in Soft-skills and Personal & Professional Development, are advised to consider training subjects in categories that indicate CPD training in HR, Leadership, Management, Personal and Professional Skills.



Who Should Attend


This interactive course will benefit professionals irrespective of their position and from any business sector where negotiating with clients, colleagues and business partners is part of their everyday job function.