Effectieve onderhandelingsvaardigheden / Effective Negotiating Skills

Effectieve onderhandelingsvaardigheden / Effective Negotiating Skills

This three day programme is essential for those who may already have learned to negotiate through informal means. During this highly interactive programme you will learn to negotiate in accordance with internationally recognised best practice techniques, and discover your own negotiation style. You will discover how to use your natural strengths and will gain confidence in those areas where you are least confident now. The programme prepares you to negotiate in a professional manner, improving your bottom line results and relationships with suppliers, clients and colleagues.

Participants in ‘Effective Negotiating …

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Effectieve onderhandelingsvaardigheden / Effective Negotiating Skills

This three day programme is essential for those who may already have learned to negotiate through informal means. During this highly interactive programme you will learn to negotiate in accordance with internationally recognised best practice techniques, and discover your own negotiation style. You will discover how to use your natural strengths and will gain confidence in those areas where you are least confident now. The programme prepares you to negotiate in a professional manner, improving your bottom line results and relationships with suppliers, clients and colleagues.

Participants in ‘Effective Negotiating Skills’ will:

• Be able to describe the strengths and weaknesses of their own negotiating style, and identify specific areas of behaviour to be developed or changed to improve performance in future internal and external negotiation
• Be able to prepare and structure negotiations by applying the seven fundamental concepts of Principled Negotiation
• Have the knowledge to explain the phases and stages involved in a negotiation, and demonstrate appropriate tactics and behaviours in each
• Prepare and plan for a negotiation in a systematic, flexible and effective way
• Distinguish between ‘Concession Trading’ and ‘Concession Making’, explain the rules for Concession Trading and apply those rules effectively in future negotiations
• Communicate more effectively by using the Verbal, Vocal and Visual channels of communication
• Understand the distinction between tactics which are acceptable and those which are not; recognise when 'dirty' tactics are being used on them, and take positive steps to counter their effect without damaging relationships
• Be able to confidently apply the techniques learned during the workshop in future negotiations

Curriculum 

Day 1 

• Attitudes towards negotiations
• Basic negotiation strategies
• Win-win attributes
• Videoed practical negotiation and feedback
• Human communication skills
• The essence of negotiations
• Cultural differences

Day 2 

• Principles of negotiation
• Personal negotiation styles
• Process of negotiation
• Planning and preparation
• Tactics and behaviours
• Practical negotiation and feedback
• Personal coaching

 Day 3 

• Applying negotiation techniques to participants’ needs
• Practical negotiation and feedback
• Action planning
• Ongoing development technique. 

For who

• Managers of teams
• Negotiators in functions such as sales, business development, procurement, and finance

 
Faculty:
Paul Hazell MEd MCIPD ACIB
Paul Hazell is a business change and training specialist with over 37 years of business experience, including more than 27 years as a trainer and facilitator, and 17 years as a consultant.He specialises in Negotiation, Training Needs Analysis, Business Change, Executive Coaching, Prior to entering the industry he had a career in International Banking, International Trade and Corporate Finance.

Paul has also taught as a member of faculty with several prominent training and consultancy organisations,including Management Centre Europe (Brussels), Erasmus University (Rotterdam School Of Management), Manchester Business School and Executive Leadership Foundation (Brussels). Paul’s Masters degree is in Training And Development.