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

Negotiation Skills Workshop


Tradition has it that in every negotiation we must seek a “win-win”.  This is old-fashioned and dangerous thinking, because it suggests that negotiation is a battle in which there are winners and, potentially, losers.


Modern thinking is that negotiation is all about collaborative problem solving – two parties come together with a shared interest – and with this mindset, negotiation becomes far easier, quicker and far less confrontational.  It also leaves open the door for further negotiation.


In this intensive, highly interactive programme, participants will learn the key skills of fast, effective negotiation. They will understand and be able to apply a formula which will help them to prepare for any negotiation and give the best chance of working with the other party to reach a fair, agreed solution.


Throughout the workshop, participants will have the opportunity to explore how the techniques and ideas can be used in negotiating more effectively, whether formally or informally with clients, suppliers or colleagues.



Training Objectives


By the end of the programme participants will:

  • Understand the key elements of the negotiation process
  • Be able to effectively analyse, plan and prepare for an effective negotiation
  • Be able to achieve positive outcomes from negotiation
  • Expand your range of negotiating skills and strategies
  • Be able to influence people more effectively, so that you feel in control of your part of each negotiation



Training Outline


  • An end to ‘win:win’ – negotiation as collaborative problem solving
  • Understanding your negotiation style
    • Qualities of a good negotiator
  • Planning the negotiation
    • Understanding and differentiating between wants, needs and interests
      • The Fisher and Ury model
    • The key components of an effective negotiation – Ideal, Realistic and Best Alternative to Negotiated Agreement (BATNA)
      • Creative thinking in planning the position
    • Applying the IRB to a realistic situation (Case study)
      • Determining the IRB for ourselves and the other party
      • Using them in practice
    • Setting the scene
      • Staging the negotiation
    • Perceptual positions
      • Putting ourselves in others’ shoes to understand their viewpoint
    • The art of persuasion
      • Questioning to gain knowledge and change minds
      • Using that knowledge in a negotiation
  • Openings, anchors, offers and counteroffers
  • The art of bargaining
  • Tactics
    • Identifying the tactics used by other negotiators
    • How to deal with a range of common tactics and still leave the door open for further negotiations
    • Tactics to avoid
  • What to do if it’s all going wrong
    • The Thomas-Kilmann conflict model
    • Push/Pull and Heart/Head influencing
    • Dealing with unreasonable behaviour and impasse
    • Resolving disputes
  • Action planning



Training Style


The programme will be delivered through a mix of workshops, a business case study, small and plenary group discussions, business activities and peer coaching.



Who Should Attend


The workshop is suitable to professionals who may need to negotiate in some way or form, including with management, peers, team members, suppliers and clients.