Basic Principles of Better Negotiation

Activia Training
Course summary
1 day
199 - 249 GBP excl. VAT
Open / Scheduled
Next available date: 01/04/2020 09:15 - Manchester
Course Dates
01/04/2020 09:15  (English)
249 GBP
11/05/2020 09:15  (English)
249 GBP
20/04/2020 09:15  (English)
249 GBP
03/06/2020 09:15  (English)
232 GBP
22/04/2020 09:15  (English)
249 GBP
01/06/2020 09:15  (English)
232 GBP

Course description

Our Basic Principles of Better Negotiation course will push your skills to a new level.

This intensive one-day course teaches the basics of negotiation, looking to provide delegates with a fundamental understanding of the negotiation process, so they can enter negotiations with an idea of what to expect. This will in turn allow them to start negotiating having planned sufficiently, knowing what they would like to achieve, and what fundamental mistakes they should be avoiding. They will then be confident that they can produce good outcomes.

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Training Course Content

Introduction and Course Overview
The Process of Negotiation
  • Walking Away or Postponing Till Later
  • Implementing the Resolved Agreement
  • Obtaining Agreement and Gaining Commitment
  • Negotiating for a Mutually Beneficial (Win-Win) Outcome
  • Clarification of Goals
  • Discussion
  • Preparation
  • The Seven Stages of Negotiation
Possible Outcomes from Negotiations
  • When to Walk Away
  • Reaching a Win-Win Conclusion
  • Reaching a Win-Lose Conclusion
  • Reaching a Lose-Win Conclusion
  • Reaching a Lose-Lose Conclusion
Working Towards Win-Win Solutions
  • Making the Opposing Team Feel They Have Gained a Victory
  • Thinking that "Solving Their Problem is Their Problem"
  • The Assumptions of a Fixed Pie
  • Avoiding Premature Judgment
  • Zero Sum and Non Zero Sum Games
  • Brainstorming
  • Broadening Your Options
Negotiating Is Not Compromising
  • Compromising Versus Negotiating
  • Avoiding Compromising
Who Has Got the Power?
  • The Factors That Contribute To Power in a Negotiation
  • Who Has the Most Information?
  • Who Has Other or More Alternatives?
  • The Danger of Appearing Desperate
  • Sticking To Your Guns - Walking Away When You Should
Reading the Styles of Negotiators
  • Negotiating Within a Team : Exercises
  • Soft Negotiating: Recognising and Using It
  • Hard Negotiating: Recognising and Using It
  • Other Negotiating Styles: What Works Where?
  • Review of Individual Negotiation Styles
  • Thinking that "Solving Their Problem is Their Problem"
The Successful Negotiator
  • Characteristics of the Successful Negotiator - and How to Become One
  • A Multi-Dimensional Array of Interpersonal Skills
  • Inventory of Negotiation Skills
Mistakes to Avoid When Negotiating
  • Not Showing the Other Side How Their Needs Are Met
  • Not Asking For What You Want
  • Sounding Desperate
  • Talking Too Much
  • Giving a Concession Without Getting Something In Return
  • Focusing on the Wrong Things
  • Giving Away Information
  • Not Preparing Thoroughly
Your Personal Action Plan

Why choose Activia Training

25 years of training businesses

10 centers nationwide

278 active courses

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About provider

Activia Training

Activia Training

When you organise your training, you need a partner who is able to deliver the skills improvements you need, and Activia have grown into a major UK provider on the strength of excellence in key areas. Whether it's competitive prices,...

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Contact info

Activia Training

Regus House, 268 Bath Road
SL1 4DX Slough

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Average rating 4.3

Based on 69 reviews

Great trainer, took the time and effort to make sure the day met my needs.
Very worthwhile course, full of useful theoretical and practical advice, delivered by a very knowledgeable and engaging tutor.
Really great course and facilitator - I d definitely recommend it.
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