Whether it's a Section 106 agreement, a pay rise or where to go on holiday, negotiation skills are used frequently, yet often people find negotiating to be a stressful and unpleasant experience. Negotiation does not mean conflict and argument; it is a way in which two parties collaborate to solve a problem that neither party can solve alone, leaving both parties better off.
This one-day programme will equip you with a range of practical tools and techniques which will not only improve your chances of getting a positive outcome to a negotiation, but will also help you to use negotiations as a way to build on and strengthen relationships.
Benefits of attending
By the end of this masterclass, you will:
- Have the knowledge and tools necessary to be able to conduct any negotiation confidently - collaborative or competitive
- Understand how to make the most effective use of time available for negotiation preparation
- Appreciate the benefits of a wide range of persuasion techniques
- Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
- Know the factors which make the difference between effective and average negotiators
Who should attend?
- Planning officers
- Team leaders
- Planning consultants
- Project managers responsible for delivering major projects management
1 What makes a good negotiator?
Negotiation is about behaviour and the good news is that any behaviour can be learnt and improved. Even the most "natural" negotiators will look at their skills and how their behaviours contribute to success. This first session will look at the following areas:
- Definition of a good negotiation
- Characteristics of good negotiators
- Personal skills audit
The best negotiators do their homework. By planning carefully, exploring the problem, clarifying your own strengths and weaknesses and the likely position of the other side you give yourself the best chance of success.
- Relationship objectives
- What's the challenge?
- Bargaining power
- Pre-negotiation information gathering
- Conventions of negotiating
3 The negotiation conversation
The negotiation conversation can take many different forms and is the point where your planning bears fruit. There is no "one "right" way to manage this part of the process, so you will be introduced to a number of techniques and tactics that you can use to influence the other side. You will then have the opportunity to practise using different techniques and seeing how they work for you.
- The opening moves
- First offers
- Zero and limited movement scenarios
- Linking issues
- Getting information
- Delaying tactics
4 Personal styles, emotion and influence
Emotion plays a huge part in negotiation. We are all equipped with the "fight or flight" mechanism that is more often than not unhelpful in modern stress situations. The first step to successful negotiation is recognising your own emotional responses, as well as those of the other side, and learning how to prevent your emotions undermining your effectiveness.
- First know yourself
- Handling different styles
- Challenging the argument from the other side
- Influencing the other side's behaviour
- Supporting your own argument and credibility
5 Movement, closure and follow up
Negotiation only works when you have a workable closing position. The final piece in the puzzle is examining the methods for closing out the agreement once you have moved to a final position. Then all that remains is ensuring that no one reneges on the agreement…
- Tactics to encourage movement
- Tactics to facilitate abandonment of commitment
- Tactics to make commitment credible
- Tactics to get closure
Throughout the programme you will have the opportunity to share experience, both good and bad, in order to learn from each other. You will have the opportunity to apply your learning both to case study that runs through the day and also to specific situations that you bring from you day to day roles
Trainer: Simon Taylor, Kaplan Leadership and Professional Development