Training Objectives

By attending the programme participants will be able to: 

• Describe the steps of a Negotiation process 
• Describe what win/win means in a negotiation process 
• List the steps for a negotiation strategy 
• List the key negotiations skills that should apply during a negotiation 
• List and address causes of tension in a negotiation arena 
• Name the challenges that may be encountered during a negotiation process 
• Explain the theory of Best Alternative to a Negotiated Agreement or BATNA 
• Develop effective communication skills 
• Develop right first impression  
• Develop a framework for having better high-level difficult conversations 
• Develop a well-supported negotiation strategy 
• Explain the positions and interests of the parties involved in the negotiation 
• Explain the negotiation mindset and how it affects the negotiation outcome 
• Explain solutions and positions during a negotiation 
• Perform the skills to enable mutual benefit 
• Show effective communication skills using questioning, active listening and body language 
• Enable more effectiveness in negotiations by considering key negotiation strategies in more detail and applying them in practice depending on the situation 
• Organise the tactics that should be taken to achieve goals during the negotiation with the counter party  
• Choose the IMPACT model to structure negotiations 
• Develop the skills to reach to the BATNA 
• Justify the need for good negotiation skills 
• Motivate people to work for mutual benefit 
• Evaluate and apply the appropriate processes and procedures of the negotiation framework and best practices 
• Appraise own performance and behaviour as a negotiator and the impact that this can have on the parties involved 

Training Outline

Introduction to Negotiation and the basics of Negotiation 

• 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 

Becoming Skilful Negotiators 

• Creating the right first impression – your ABC 
• 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? 

Interests and Positions during a Negotiation 

• Describing the positions of the involved parties 
• Connecting with the interests of the involved parties 
• Describing our own Positions and interests 
• Looking for strengths & weaknesses 
• Outlining walk away status 
• Describe your BATNA 
• Consider how to use your BATNA 
• The balance of power 
• EQ in negotiations 
• Cultural bias in negotiations 

Negotiating with IMPACT 

• Structured negotiating 
• Gaining early agreement – using PPP 
• Questioning with confidence 
• Understanding their positions 
• Looking for alternatives 
• Asking for what you want 
• Seeking solutions using benefits 
• Identifying “sticky” points 
• Moving to consensus 

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/video/other? 
• Persuasion: better than telling 
• What does “no” mean? 
• Deadlines and concessions 

Negotiation challenges post covid period 

• Negotiating remotely 
• How to maintain good relationship after negotiations 

Practical case studies 

Who Should Attend

The programme is ideal for 

• Directors and Executives 
• Middle and senior management 
• Heads of accounting departments 
• Heads and officers of Procurement 
• Heads of call centres and call centre agents 
• Sales managers and officers 
• Senior Managers in Investment Firms 
• Marketing Managers and Officers in Retail banking and insurance 
• Business Development Executives 
• Client Account Managers 
• Financial Institutions with both retail and business clients 
• Financial Consultants 
• Project managers 
• Lawyers 

Training Style

The programme is designed to deliver knowledge and enhance participants’ skills via a participative delivery style that includes short lectures, case-studies, practical example and real-life simulations.  

Through discussion and practical application participants will be able to address their current strengths and weaknesses and attain feedback.  Case studies will help participants understand how to solve problems in similar occasions. 

CPD Recognition

This programme may be approved for up to 14 CPD units in Personal and Professional Development. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.

In-house Training

For groups within the same organisation, this course may be customized to meet any specific needs and delivered in-house.