Presented by
Falconbury
Negotiating Skills and Techniques
In four hours this Performance Improvement e-learning programme will highlight the key competencies of the successful negotiator. It will show you how to use relational influence and power to your advantage, explain and demonstrating the art of creative bargaining, dealing with conflict and how to tender for those all important contracts. *All for £95/€109!*
- 13 Modules
Course overview
Negotiation is an art form. At it’s highest level it can deliver huge rewards in terms of commercial advantage and profit.
We all have to negotiate at some time, some more than others and in different situations, but we all negotiate, whether for business purposes or negotiating with our local car dealership. Negotiation is a skill which can be learnt and developed and this Performance Improvement e-learning programme will take you through the negotiation process step-by-step. Developed by a master negotiator it will show you how to get the best out of your commercial and personal negotiations.
This training course is part of our collection of Leadership & Management Training Courses which focus on leadership, innovation, strategy, communication, finance, problem solving and conflict management, to name a few key areas.
Benefits
- Exceptional value at £49/€69 a module
- Buy now for your team and invite them to participate at any time of your choosing
- Doubles as a reference source of tools and tactics for a range of negotiation scenarios
- Distilled knowledge of an expert negotiator in just 4 hours
- Available instantly to be taken on-line or printed off at your convenience
- Model answers to confirm your understanding of the subject
- Certificate of completion for your training records
- Ideal for training new members of the team
- Great for those requiring a quick refresher
Who should take this course
- Sales and marketing managers
- Commercial and business development managers
- Contract managers
- Procurement and purchasing managers
- Bid and tender managers
- Supply chain managers
- Logistic managers
- And all those who need to negotiate contracts as a supplier or customer for their organisation
The Negotiating Skills and Techniques course will cover:
- Key principles in the art of negotiation
- Introduction
- Important principles
- Steps in negotiation
- Stages in negotiation
- Post-mortem
- Self-assessment
- Approaches to the process of negotiation
- Introduction
- Negotiating roles
- Competitive negotiation
- Collaborative negotiation
- Self assessment
- Creative bargaining to keep your negotiation moving forward
- Introduction
- What does your counterpart want?
- Offer options
- Be creative
- Take the long-term view
- Self assessment
- Using relational influence and power to your advantage
- Introduction
- Types of power
- Using power
- Self assessment
- Negotiating with integrity
- Introduction
- Tell the truth
- Dealing with aggressors
- Being disrespectful
- Using sarcasm
- Threatening behaviour
- Self assessment
- Negotiating globally
- Introduction
- Build a model
- Observe
- Analyse
- Act accordingly
- Self assessment
- Dealing with conflict during a negotiation
- Introduction
- Conflict
- Mapping conflict
- Structuring the issues
- Self assessment
- Using assertiveness skills to improve working relationships
- Introduction
- What is assertiveness?
- Why be assertive?
- Rights and responsibilities
- Assertive thinking
- Assertive communication
- Further assertiveness techniques
- Putting assertiveness into practice
- Self assessment
- Tendering for contracts – one of the most important negotiations
- Introduction
- What is tendering?
- Identifying contracts
- Identifying customer requirements
- Developing a package
- Identifying a price
- Assembling a tender document
- Presenting and negotiating
- Legal factors
- Contract disputes
- Self assessment
- Negotiating payment from your customers
- Introduction
- Credit control
- Pre-call preparation
- Making the call
- Further action
- Follow-up action
- Payment delay tactics
- Self assessment
- Conclusion
- Final Assessment
- Customer Feedback Form
Enrol on Negotiating Skills and Techniques training
Complete course
Course code 5011
- GBP 49.00 +VAT
- EUR 69.00 +VAT
- USD 76.00 +VAT
- Browser-based online learning
- Take the training at your own pace
- Receive a certificate of completion upon passing the assessment
- Follow progress if purchasing on behalf of your colleagues
- Questions? Read our FAQs or contact us
