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Complex & Competitive Negotiation for Senior Executives
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Complex & Competitive Negotiation for Senior Executives

2-Day Training Course: Using Strategy, Advanced Communication & the Psychology of Persuasion to Take your Negotiating Ability tothe Next Level.

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overview

Key Learning Objectives

  • Increased levels of personal confidence when negotiating with senior people
  • Better recognition as a worthy company representative in more complex negotiations
  • Enhanced outcomes in professional, personal, and conflict resolution negotiations
  • Greater capacity to mentor and coach colleagues to better results and greater confidence in negotiations
  • Ability to transport skills learned in the negotiation context to other areas of life and business
  • More confident employees who understand how negotiation can impact/influence the achievement of strategic goals
  • Better company wide representation in complex negotiations freeing higher level people for strategic work and urgent business issues
  • Greater client / customer satisfaction resulting from the better negotiated outcomes
  • More highly skilled personnel resulting in a broader base for higher management appointments

 

About the Course

  • Prepare strategically for every negotiation to ensure better results
  • Understand the ‘fear factor’ that often arises when we negotiate, and learn how to deal with it to clear obstacles to higher performance
  • Analyse the ‘all important’ power balance in the negotiation context and how to make the best of any power balance situation
  • Review strategy and tactics and apply appropriate counter-tactics with the professionalism, producing better outcomes
  • Understand and apply the various aspects of the Psychology of Persuasion in any negotiation
  • Apply a range of advanced communication techniques tailored to enhance your negotiation ability
  • Reach negotiated agreements which all parties are happy to comply with, and in the context of working together in the future

 

Who Will Benefit

  • Course Level: Intermediate/Advanced
  • All professionals involved in negotiations who seek increased levels of personal confidence and a set of implementable skills to get ahead when negotiating with a range of people in a range of complex situations.

Testimonials

The instructor was inspirational, warm and built rapport with participants immediately and throughout the course. I learnt how to structure my communication in a succinct, clear and influencing way.”
Senior Brand Manager, McDonalds Australia

Course Outline

Introduction

  • Delegate introductions, and outline of course expectations
  • Exercise in basic negotiation technique to highlight the better and poorer aspects of even simple negotiations
  • Exercise summary and critique by course director
  • Identification of the higher level negotiation skills that might have assisted in the exercise

 

Aspects of behaviour that come into play in complex negotiations

  • With reference to delegates’ real life negotiating experience -identification of behaviour aspects of the negotiation process
  • The way in which behaviour differs among a group of people faced with the same problem
  • How we can more effectively understand, relate to and negotiate with people demonstrating different behaviour in response to similar problems or challenges
  • Reviewing how fear based on past experience can become an obstacle to current peak negotiation performance (even unconsciously), and what we can do to overcome performance limiting fear
  • Identification of various principles of human behaviour and motivation
  • A range of advanced communication skills which can assist better responses to the various behaviour patterns

 

All great artists thoroughly understand the basics
In this session we will review the basics of negotiation to ensure all delegates embark upon the more advanced skills from similar starting points

  • Review of the stages of the negotiation process
  • Basic preparation as compared with the preparation of champion negotiators (includes a review of essential aspects of any negotiation preparation)
  • Identification of sources of power for a negotiation, determining the power balance and determining strategy
  • A specific look at the power of expectation and the power of communication in adjusting the power balance -an experiment to put these in perspective
  • Review of a range of negotiation tactics and counter tactics
  • The importance of identifying / establishing both ‘the negotiating range’ and a ‘BATNA’

 

Introducing influence -sophisticated techniques used by the experts in more complex negotiations

  • How to use buying psychology to ‘sell’ your ideas and position to the other party
    • Creating awareness with impact
    • Developing understanding with detail that suits the behaviour style of the other party
    • Creating credibility for your position through references to appropriate similar situations
    • Promoting relevance of your position by stressing its contribution/ benefits in a win-win solution
  • How to use marketing psychology to gain a better response from those with whom you negotiate -the importance of source credibility, medium of information transfer, and the message format and language
  • Understanding Heider’sBalance Theory and how it can impact on the negotiation process
  • Examining Pidgeon holing and meritocracy filtration -we all do it but are usually unaware of doing it -What can we do to ensure they do not impede negotiation progress
  • Upon reaching agreement, questions are often the answer!

 

Relating, and its importance in negotiation -from a tactics based style of negotiation to a behaviour and communication based style

  • Completion of the Strength Deployment Index which indicates our relating style in normal circumstances and under stress or conflict conditions
  • Review of Relationship Awareness Theory

 

Relating, and its importance in negotiation -from a tactics based style of negotiation to a behaviour and communication based style

  • Completion of the Strength Deployment Index which indicates our relating style in normal circumstances and under stress or conflict conditions
  • Review of Relationship Awareness Theory
  • Understanding relating weaknesses so we can convert them to strengths
  • How to gain most from negotiations with people of various relating styles

 

Thinking styles and their importance in negotiation

  • A description of the three primary thinking / information processing styles and how we can determine the style being used
  • Identifying the other party’s style from the language they use
  • Confirming the style from body language indications
  • How to select language which will have maximum impact on the other party
  • Applying this skill in the negotiating context

 

Transactional analysis in negotiation

  • What is Transactional Analysis and how can we use it in complex negotiations
  • The components and sub-components of the personality in “TA” terms
  • Physical and verbal cues of the various components and sub-components
  • How to use TA to assist us to respond rather than react to the words, mannerisms and general behaviour of the other party
  • How to use TA to recover from an inadvertent regression of an otherwise good negotiation progress
  • Using the Reticular Activation model for understanding emotional response to negotiation triggers

 

Meta talk, hierarchical thinking and language subtlety in negotiation

  • Meta talk -what it is, the impact it can have, and how to avoid it -and avoid reacting to it
  • Hierarchical thinking -how ‘chunking language up’ or ‘chunking language down’ can lead to quicker agreement, especially in negotiation for personal conflict resolution
  • A review of Robert Dilt’s’unified field theory’ and how we can use its power in the negotiation context.

 

Mirroring skills and their application and crucial importance in negotiation

  • What are mirroring skills and what is the basis for their power in influencing others
  • What is involved in using mirroring in negotiation
  • When does mirroring become mimicking, and lose its impact
  • How and when to mirror speech patterns for maximum impact
  • How to mirror body language patterns for maximum impact

 

Body language -its meaning in the negotiation context

  • Major body language categorisation
  • Important and common body language found during negotiation
  • How to respond to specific body language for maximum effect
  • It’s not about ‘conning’ others with our body language so much as using awareness of our own body language to keep check on our own thoughts about the other party’s representations

 

Negotiating for conflict resolution -determining your own style

  • Understanding the nature of conflict
  • Ego, position and personality aspects of conflict
  • Understanding the five conflict negotiation styles
  • Using the Thomas KilmanConflict Instrument to determine basic style
  • Moving from weakness to strength in conflict resolution

 

Putting it all together

  • An exercise in combining newly learned negotiation skills for optimum effect

On-site & in-house training

Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?

Talk to us about an on-site/in-house & customised solution.

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