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Effective Negotiation

You are constantly negotiating and resolving conflicts all through your professional and personal life. Studies have shown that negotiation skills are among the most significant determinants of career success. While negotiation is an art form to some extent, there are specific techniques. Understanding these techniques and developing your skills will be a critical component of your career success and personal success.
Time: 3 hours – Each session. 

Session 1:   Negotiating in different settings and Understanding the Supplier Organisation

At the end of this session, candidates will be able to:

  • Define the term ‘negotiation’
  • Describe the different stages of negotiation in order to the identify the range of preparatory activities
  • Identify and describe approaches to negotiating in business in order to understand different negotiation settings
  • Compare and contrast the approaches to negotiation so as to assess the types of variables to be used in a negotiation
  • Identify the factors that influence the approach taken in negotiations in order to understand the supply context
  • Review the purchasing context for negotiations in order to understand the supplier organisation
  • Identify the range of supplier information required to underpin a negotiation
  • Apply a Porter's 5 Forces framework to a market to enable evaluation of the competitive environment

Session 2:   Preparing for a Negotiation and Applying Financial Tools to a Negotiation

At the end of this session, candidates will be able to:

  • Undertake risk assessment to prepare for negotiations 
  • Produce a SWOT analysis for a negotiation
  • Assess legal information and its implications for negotiations
  • Evaluate and analyse supplier tenders
  • Identify and calculate elements of fixed and variable costs to prepare for a negotiation
  • Examine different perspectives on fixed and variable costs
  • Define and undertake a break-even analysis using marginal costing

Session 3:   Analysing Financial Contribution and Understanding the Financial Context of Negotiations

At the end of this session, candidates will be able to:

  • Identify total costs and its constituents
  • Differentiate between capital goods, consumables and materials and their value to and impact on the business and its operations
  • Identify and calculate the components of typical costing models
  • Apply the concept of supply and demand on costs and pricing in an organisation
  • Identify techniques for financial benchmarking
  • Analyse the potential for economies of scale in a negotiation

Session 4:   The Negotiation Process, Resourcing Negotiation, Stages of negotiation

At the end of this session, candidates will be able to:

  • Develop a negotiation strategy
  • Identify alternatives to negotiation
  • Set targets and compose ranges for negotiation variables
  • Establish the bargaining position
  • Identify and describe typical negotiation tasks
  • Demonstrate an understanding of the key stages of a negotiation
  • Identify resources for the negotiation stages
  • Evaluate the role of resources for managing a negotiation
  • Balance of power
  • Culture and reputation
  • Expectations
  • Size of the deal and significance of outcome
  • Timing
  • Location and environment
  • Team dynamics
  • Relational or ‘one-off’ situation

Session 5: Persuasive Techniques and Negotiation Tactics

At the end of this session, candidates will be able to:

  • Describe how power influences negotiations and examine the sources of power in negotiations
  • Describe different techniques for persuading in negotiations
  • Develop strategies for dealing with entrenchment and intractability (turning 'no' into 'yes')
  • Introduce the concept of Game Theory
  • Compare and contrast the tactical tasks undertaken for collaborative and distributive negotiation situations
  • Identify typical positions taken during collaborative and distributive negotiation styles
  • Assess methods for gaining commitment and closing a deal
  • Evaluate ethical and unethical behaviour in negotiations

Session 6:   Finalising the Negotiation and Effective Communication

At the end of this session, candidates will be able to:

  • Explain the importance of ratifying a negotiation
  • Identify and discuss components of a negotiation evaluation
  • Discuss how implementing the negotiation influences future negotiations with the same supplier and other suppliers
  • Review legal implications of negotiation outcomes
  • Appraise what is meant by effective communication in negotiations, including how to improve communication during negotiations 
  • Distinguish between different verbal and non-verbal (body language) communication techniques
  • Assess the range of potential communication difficulties experienced in negotiations

Session 7:   Understanding Negotiation Behaviour and Characteristics of Successful Negotiators

At the end of this session, candidates will be able to:

  • Define what is meant by ‘negotiation behaviour’
  • Describe the nature of conflict in negotiations and explore techniques for managing conflict
  • Compare and contrast different negotiation behavioural styles
  • Describe the characteristics of successful negotiators
  • Identify how negotiation competencies can be developed
  • Explore the role of teams in negotiations

Session 8:   Developing Questioning Skills and Cultural Dimensions in Negotiations

At the end of this session, candidates will be able to:

  • At the end of this session candidates will be able to:
  • Explain the role of effective questioning in negotiation
  • Link questions together to develop an environment of trust
  • Prepare for dealing with questioning from the other party
  • Discuss the nature of cultural differences and how this influences negotiations
  • Develop culturally aware negotiation strategies
  • Present a planning tool for preparing to negotiate with international parties

Session 9:  Telephone Negotiations and Internal Negotiations

At the end of this session, candidates will be able to:

  • Identify the key differences in conducting telephone negotiations compared to face-to-face
  • Examine the difficulties that are encountered in telephone negotiations
  • Prepare a plan for conducting effective negotiations by telephone
  • Identify the key differences in conducting internal negotiations compared to external
  • Examine the difficulties that are encountered in internal negotiations
  • Prepare a plan for conducting effective internal negotiations

Session 10:   E-negotiations and Evaluating Personal Performance

At the end of this session, candidates will be able to:

  • Identify the key differences in conducting e-negotiations compared to face-to-face
  • Examine the types of difficulties that are encountered in e-negotiations
  • Prepare a plan for conducting effective negotiations via the internet
  • Analyse outcome against objectives for a negotiation
  • Explore the impact of personal relationship development on negotiations between the parties
  • Evaluate the range of personal techniques from evaluation of performance