Negotiation Skills Training Course

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Course Overview

Do you need to improve your negotiation skills?

Our one day negotiation skills training course is ideal for anyone directly involved in negotiation on a day to day basis. Our negotiation training course has the added benefit that it also teaches basic purchasing technique. A unique two for one package.

Through the use of classroom and syndicate areas a series of role plays are used to practice negotiation technique, identify areas for improvement and build self confidence.

What you will learn

At the conclusion of the negotiation training course each delegate will be able to appreciate:-

The elements of the negotiation process
The best way to prepare for a negotiation
How to select the most appropriate strategy
Where to focus your negotiation efforts
How a weak position can be overcome with clever tactics

Course Content

The Negotiation Skills Training Course covers the following topics:-

Introduction to Negotiation
Definitions (Buyer or Clerk )
Critical factors in a negotiation
The four stages of a negotiation
Negotiation Strategy (Integrative or Distributive)
Negotiation Tactics
Vertical or Lateral
Group vs. Individual
Silence
Body Language
Open & closed questions
Concessions & Linking
Sacrificial Lambs & Red Herrings
Time Management & Boredom
Assumptive & Alternative
Procurement Strategy - how it affects negotiation strategy
ABC Analysis
The Competitive Tendering Process

Role plays are used to practice negotiation skills and tactics taught in the first part of the course. Typically they will involve exercises to negotiate:-

the unit cost of a high value component,
the purchase of a piece of capital equipment
the setting up of a service contract
plus a mystery role play where negotiation technique, strategy and intuition will be exercised to the maximum.

Courses are limited to a maximum of twelve delegates. Course costs cover the training session, a comprehensive set of course notes, lunch and refreshments.

This is a non-residential training course. This course can be delivered in-house if required. For further information contact Aster Training on 01296 720281 for a Free Consultation to discuss your training requirements.

Cost is exclusive of VAT which is chargeable at the current rate. Prices are correct at the time of publishing, but may be varied in line with market conditions from time to time.