Training Courses for Skills in Negotiation from Activia

Basic Principles of Better Negotiation

A 1-Day Training Course

Course Content

Course Aims

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.

Who Should Attend

Anyone, whether in a sales, purchasing or management role who needs to negotiate with others in order to achieve results. They may not have negotiated before in any official position, or received any previous instruction, and will want to go into future negotiations with defined expectations, understanding and plan.

Course Outline
This course is a 1-day training course structured into 10 modules.
Module 1
Introduction and Course Overview
Module 2
The Process of Negotiation
Learning outcomes
Understand the 7 stages of negotiation which facilitate better planning, leading to reached goals.
Topics covered
  • The Seven Stages of Negotiation
  • Preparation
  • Discussion
  • Clarification of Goals
  • Negotiating for a Mutually Beneficial (Win-Win) Outcome
  • Obtaining Agreement and Gaining Commitment
  • Implementing the Resolved Agreement
  • Walking Away or Postponing Till Later
  • Module 3
    Possible Outcomes from Negotiations
    Learning outcomes
    Know the 4 possible outcomes of all negotiations, when each may be reached, and when to walk away.
    Topics covered
  • Reaching a Win-Win Conclusion
  • Reaching a Win-Lose Conclusion
  • Reaching a Lose-Win Conclusion
  • Reaching a Lose-Lose Conclusion
  • When to Walk Away
  • Module 4
    Working Towards Win-Win Solutions
    Learning outcomes
    See how best to aim for win-win outcomes for both parties by considering the other side.
    Topics covered
  • Avoiding Premature Judgment
  • Zero Sum and Non Zero Sum Games
  • Brainstorming
  • Broadening Your Options
  • The Assumptions of a Fixed Pie
  • Thinking that "Solving Their Problem is Their Problem"
  • Making the Opposing Team Feel They Have Gained a Victory
  • Module 5
    Negotiating Is Not Compromising
    Learning outcomes
    Recognise the difference between negotiating and compromising, and how to avoid compromising while negotiating.
    Topics covered
  • Compromising Versus Negotiating
  • Avoiding Compromising
  • Module 6
    Who Has Got the Power?
    Learning outcomes
    Learn how to go into a negotiation with greater power, and how to retain as much as possible.
    Topics covered
  • 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
  • Module 7
    Reading the Styles of Negotiators
    Learning outcomes
    Observing and learning the different styles of negotiators and the patterns you need to adopt for each, individually and as a team.
    Topics covered
  • 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"
  • Negotiating Within a Team : Exercises
  • Module 8
    The Successful Negotiator
    Learning outcomes
    Learn and assess the characteristics and interpersonal skills that make up a successful negotiator.
    Topics covered
  • Characteristics of the Successful Negotiator - and How to Become One
  • A Multi-Dimensional Array of Interpersonal Skills
  • Inventory of Negotiation Skills
  • Module 9
    Mistakes to Avoid When Negotiating
    Learning outcomes
    Work through the most typical mistakes made while negotiating, and learn how to avoid making them.
    Topics covered
  • Not Preparing Thoroughly
  • Giving Away Information
  • Focusing on the Wrong Things
  • Giving a Concession Without Getting Something In Return
  • Talking Too Much
  • Sounding Desperate
  • Not Asking For What You Want
  • Not Showing the Other Side How Their Needs Are Met
  • Module 10
    Your Personal Action Plan



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