Effective Negotiating Skills

Rotterdam School of Management

How long?

  • 3 days
  • in person

What are the topics?

Rotterdam School of Management

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Who should attend

You will benefit from the Effective Negotiating Skills programme if you are a:

  • team manager
  • negotiator in sales, business development, procurement, or finance
  • professional in a specialist department such as HR, IT or marketing who has to negotiate externally with suppliers or internally with internal clients.

About the course

How do you negotiate for the best results? Our three-day programme Effective Negotiating Skills provides you with the essential negotiation knowledge and skills you need to negotiate effectively in business.

Even when a deal is not optimal for all parties, a negotiator often still focuses on haggling over the price. But under financial constraints, even the most effective negotiator strives to achieve integral deals to meet everyone’s business needs, and deliver real value rather than just a good price. This approach builds effective business relationships and respect, and the key words are ‘needs’, ‘value’, and ‘relationship’, or in short NVR.

Business change and training specialist Paul Hazell will lead you through this intensive and practical workshop, developed by RSM Executive Education, to boost your negotiation skills. You will explore how you can find alignment when negotiating integral deals, identify how to improve your styles and negotiation techniques, and practise in simulated negotiating scenarios to build your confidence in the NVR approach.

Learning objectives

During the programme, you will:

  • acquire practical skills to prepare and plan for negotiations by applying seven fundamental concepts of principled negotiation
  • develop a thorough understanding of each phase of negotiation, and the tactics and behaviours for successful negotiations
  • learn how to deal with ‘dirty tactics’
  • discover the strengths and weaknesses of your own negotiation techniques and style, and learn which skills you can improve for even better results in internal and external negotiations
  • improve your confidence in communicating successfully using verbal, vocal and visual channels of communication
  • learn how to apply all these skills to effectively manage the negotiation process to make progress, build relationships and achieve successful deals.

Experts

Paul Hazell

Paul Hazell is a business change and training specialist with more than 40 years of work experience, including more than 30 years as a trainer and facilitator, and 20 years as a consultant. He specialises in negotiation skills and executive coaching, and trains managers to coach others for improv...

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Effective Negotiating Skills at Rotterdam School of Management

From  2500 EUR$2,912

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