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About the course
Boost your confidence and negotiate like a professional to close the best deals
We all have to negotiate. Some we will win some we will lose.
The principles are the same though.
It can be hard, such as negotiating a new piece of work, or soft such as deciding who's going to do what in your team.
We'll highlight skills and qualities you already use, introduce some new ones and hone them all for more effective use.
It's a game, but if you learn to play it well your chances of winning improve remarkably.
- Preparing for Negotiations
- Building Relationships
- Working from their Point of View
- Understanding the Rules
- Eliciting Information Effectively
- Holding Your Ground
- Maintaining Flexibility
- Closing the Deal
- Increasing Confidence
We tailor all our courses to reflect the needs of the delegates on the day.
We will include many of the exercises listed below, and any additional material that the trainers feel is relevant.
Lots of people have very different ideas about negotiation and the skills and qualities a good negotiator needs.
We start by exploring those ideas, looking at how each individual currently handles negotiations and the qualities they bring.
We look at what preparation is appropriate for different negotiating situations, looking at the purpose, the desired outcomes on both sides, who will be there and what is known about them, including interests and positions of all parties.
We highlight the difference between an interest and a position and why it's important to separate them.
This simple and effective technique puts a little structure around the 'gut feeling' we have about a negotiation so we can decide whether we should be in the negotiating arena at all.
Baseline - Negotiable - Give Away
This exercise is about working out what can be given away and what can't.
The stuff in between is the real meat of the negotiation.
In the opening phase of a negotiation, it is vital to establish rapport with the other party.
We look at ways of making people feel at ease and comfortable so that the negotiation works on a human level.
Building on the idea of preparation we will use a set of visuals to look in more detail at the idea that everyone sees the world differently.
The others involved in a negotiation may well be taking a very different point of view and neither side may feel like 'giving in'.
Their Level of Interest
There are different levels of benefits to be offered or gained in any negotiation.
Knowing the buttons to press on your counterpart can be a useful tool.
Understanding the Rules
Our approach to good negotiation isn't about winning and someone else losing.
It is, however, about learning to 'play the game', because that's what negotiation is - a game.
And like any game, there are rules and conventions.
We help people explore their own rules and beliefs about negotiation and how they either support or get in the way of success.
People take on roles when they negotiate, whether it's conscious or unconscious and sometimes they can get in the way of good negotiations.
Here we introduce the technique of 'levelling' where people practise giving clear, direct messages that cut through the games people play.
Types of Question
A quick exercise that looks at all the different sorts of questions we can use in a negotiation and the effect they have.
Negotiations can often feel like a fight with one side winning and the other necessarily losing.
But does it have to be like that? We take a look at some other options and the effect of each over a period of time.
Deal or No Deal
The pressure in a negotiation to come away with some sort of deal can be immense.
Here we explore in groups the circumstances under which it might be better to say 'no deal'.
In pairs, delegates come up with the indicators they recognise that someone may be ready to do a deal in a negotiation.
The Negotiation Game
Here we will set up a negotiation, where one group is the 'home team' and the other the client.
Both sides decide their position and strategy and what they want from the negotiation, and with some guidance from Impact Factory, will play out a negotiation until it reaches a resolution.
The purpose is to get people familiar with some of the tools, roles and protocols around the idea that negotiation is indeed a game.
Each person will identify:
- What specifically they know they will use
- What they are taking away from the course
- Where they will practise
We will give out Impact Factory documents to support the course.
You'll get copies relevant hand-outs to remind you of the Coursework.
Two weeks after the course one of your trainers will call to see how you are getting on.
You will have email and telephone access to both of your trainers.
You'll also have access to a course web page containing:
- Handouts used during the course
- New supportive material
- Impact Factory PDF documents
- Recommended reading
- Links to our favourite videos
Trust the experts
Katherine joined Impact Factory as an in 2005 having worked as an actress for over 20 years in theatre, radio, and television. She is one of our most experienced trainers developing new programmes and training trainers at Impact Factory. After her degree in drama, Katherine did a postgraduat...
“For me it''s always been the people, not the job. It was a revelation to come to Impact Factory where people ARE the job. Little did I expect the level of personal development it would also offer.” After gaining a string of A grade Highers courtesy of Hutchesons Grammar School, Kate left her...
Janet - MSc Occupational and Organisational Psychology- is a development professional specialising in behaviour and communication skills for all levels. Working in groups or in 1:1 coaching, her approach is to raise awareness of thinking & behaviour patterns and their impact; identify and man...
Simon brings more than 15 years of global corporate experience to his role as a trainer – but that''s only the beginning! In his diverse and wide ranging roles as a parent, actor, facilitator and project manager he displays passion, commitment, humour and attention to detail. His focus is al...
Transatlantic travel is a piece of cake for Caitlin. She was born to British-American parents and had a transatlantic upbringing, moving frequently between London and Los Angeles. Further education earned her a BA honours degree in English literature at Manchester University, and true to her t...
“I’ve always been fascinated by people. The things we say and don’t say, the things we mean and the motivations behind them. It constantly amazes me how intricate and subtle our interactions are. Somehow, most of the time, we are able to understand each other and interact effectively. Equa...
Negotiation Skills Course