Training for the Future


Negotiation Skills for Executive

Course Code: NSE

Dates: 12 Dec - 16 Dec | 13 Feb - 17 Feb | 15 May - 19 May | 7 Aug - 11 Aug | 9 Oct - 13 Oct | 11 Dec - 15

Price: £2750 Plus VAT

Duration: 1 Week /s

Course Objectives

To train participants in the modern techniques of effective negotiations with stakeholders. Negotiation techniques are required in all occasions of human encounter - to achieve maximal benefits individuals need to learn the intricate processes of negotiation for interpersonal and corporate meetings


Who Should Attend?

Board Directors, Directors Executive and Senior Management staff, who interact with various stakeholders external into the organisation

Prerequisite Courses

None


Course Overview

  • Introduction

  • - Personal attributes
    - The six trigger points
    - The ‘good’ negotiator

  • Processes of Negotiation

  • - Definitions
    - Characteristics
    - Negotiating Processes
    - Mixed situations

  • Identifying an approach

  • - Expectation tests
    - Describing the tests
    - Subjectivity of the tests

  • The rhythm of negotiation

  • - Factors
    - Typical negotiation sequence
    i) Opening moves
    ii) Mid game
    iii) End game and closure
    - Variations

  • Bargaining Power

  • - Ingredients
    - Assessing bargaining power
    - Manipulating bargaining power

  • Strategies for negotiation

  • - Three underlying Principals
    - Standard strategies
    - Innovation and movement strategies
    - Conclusion and closure strategies
    - The combined strategy

  • Negotiating Teamwork

  • - Preparing the Case
    - Team organisation
    - Team behaviour

  • Negotiating Tactics

  • - Investigation
    - Influencing
    - Innovation
    - Conclusion

  • Negotiating psychology

  • - Conflict, frustration and Stress
    - Pressure and Movement
    - Identifying and exploiting individual


    Course Materials

    Course notes, exercise materials and sample solutions
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