The Art of Negotiation Course

The art of successful negotiation is the careful exploration of opposing positions with the goal of achieving a positive ‘win-win’ outcome. The practical focus of this course means that you use what you learn immediately. Negotiation skills are used in business to sort out team conflicts, develop commercial contracts and set the price for goods and services. In your personal life, you can use the skills learned in this negotiation skills course to make major purchases or find fair solutions to family conflicts. Through a series of case studies and self-reflection, this course will provide you with insight into your personal negotiation style and necessary actions required at each phase of the negotiation process. You’ll come out of this course with practical tools for negotiating at work. Discover why professional negotiators take a win/win approach to negotiation.

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• To learn how to use the ‘principle based’ negotiation model To know how to plan your approach to a negotiation.
• To learn how to map all parties’ needs and concerns during a negotiation.
• To recognise the required actions at each phase of the negotiation process.
• To develop options and outcomes using win/win principles To learn how to handle the ‘people’ side of negotiation.
• To know how to respond to problematic situations which occur during negotiations.
• To learn strategies to overcome negotiation barriers and pitfalls while improving cooperation between parties.

Introduction to Negotiations

What is negotiation?

Features of negotiation.

Why we negotiate?

Distributive Negotiation.

Integrative Negotiation.

Planning Negotiations

Organising thoughts.

Identifying ideal outcomes.

Developing contingencies and BATNA.

The Four Phases of the Negotiation Process the Opening Phase

The Bargaining Phase.

The Closing Phase.

The Follow – up Phase.

The Win-WinApproach to Negotiations

Focus on maintaining the relationship – ‘separate the people from the problem’.

Focus on interests not positions.

Generate a variety of options that offer gains to both parties before deciding what to do.

Aim for the result to be based on an objective standard.

Handling the people side of negotiation Negotiating with integrity

Dealing with difficult and aggressive reactions the importance of honesty and respect.

Can individuals attend this course?

This course is currently only available for group or in-company (onsite) bookings.

How many participants can attend?

We recommend no more than 12 participants in each group to allow time for questions and 1 to 1 feedback with the group trainer.

How is this course delivered?

This is an interactive, workshop-style course. Theory and practical learning are blended to create a highly productive learning environment.

What do I need to bring?

Just bring yourself and your interest in learning! We provide refreshments, lunch and course materials on all of our open courses.

Who delivers the course?

We work with a team of trainers who are not only certified training professionals, but carry extensive experience in their chosen training field.

Do I receive tutor support?

Hibernian Training Tutors are dedicated to staying on hand for questions or help long after delegates have attended the course.

Course Type:
Day Course

Course Duration:
1 Day

Is this course open to individuals?
This course is currently only available for onsite or group bookings.

Course Location:

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On site training?

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