Negotiating & Influencing for Results

Working in volatile and competitive environments requires negotiators today to be able to secure desired outcomes with creativity, confidence and steadiness. The Negotiating & Influencing for Results programme is a highly interactive learning solution that gives participants a framework for effective preparation and performance in a range of negotiation situations, as well as providing active practice of key skills and techniques to secure results.

Benefits

• Define the six major factors that can improve the effectiveness and results of your negotiations
• Analyse personal biases and preferences and identify ways in which to operate at an objective level in negotiating and influencing
• Perform the thorough preparation and planning necessary for successful negotiation
• Adapt personal negotiating styles to be effective in a range of challenging environments
• Apply effective communication skills to ensure common understanding and achieve real influence
• Apply best practice in resolving deadlock through creativity and scope enlargement
• Create value and secure durable deals

Audience

This is an intermediate to advanced programme intended for any individual who participates in negotiations within the organisation or with external parties.

Some key topics

Based on the framework ‘IDEALS’:

• Inner Voice – the personal drivers behind preferred approaches to negotiating
• Diagnosis – research, prepare and plan for successful negotiations
• Employing Strategies – explore needs, common ground and configuration of positional statements
• Adaptive Communication – creating shared understandings, managing emotions and achieving real influence
• Look for Options – enlarge the scope of the negotiation, applying creativity to the process
• Secure the Deal – conclude agreements with proper care for successful implementation

Methods

The programme is available as a 2 day classroom programme or a virtual classroom session consisting of four 2.5 hour sessions spread over two days.  Other classroom or virtual classroom delivery formats can be arranged according to your specific needs.