Adavanced Negotiation Skills

Click for PDF of Advanced Negotiation Skills

WORKSHOP AIM:

The aim of the workshop is to develop participants negotiation skills so that they are able to analyse, and plan the strategic management of complex negotiations in order to maximise fee income whilst maintaining positive client relationships.

WORKSHOP OBJECTIVES:

By the end of the workshop participants will be able to:

Use tools and techniques to identify potential best outcome in order to
maximise fee income

Identify how to create value to both parties without compromising fee
income

Understand how to maximise fee income whilst maintaining positive client
relationships

Effectively plan and prepare for a negotiation, including team negotiations

Successfully implement a process for a successful negotiation

Identify the different negotiation strategies and adopt the correct one for
a given situation

Understand the dynamics of power and its effects on the negotiation,
when to use, not use and how to counter

Workshop Content

Introduction

Workshop aims & objectives

Personal objectives

Maximising Income

Types of negotiations

Analysing & assessing positions – Where does the power lie, strengths, weaknesses

Negotiating parameters

Assessing fee potential, where are we likely to settle

How to maximise own outcome

Practical exercise

Practical Negotiation Exercise

Participants will be required to review and analyse negotiation situations to determine the strength of each position, likely outcome, fee income potential, most favourable strategy

Relationship Negotiations

Pros & cons of Relationship negotiations

Creating value

Valuing the relationships versus profitability

Strategic approach to relationship negotiations

Practical Negotiation Exercise

Participants will conduct a case study driven negotiation

Review and debrief of exercise – Feedback & Coaching for improved performance.

Negotiation Strategies

Getting the other side to the table

Establishing a positive negotiating environment

Win-lose strategies

Win-Win strategies

Linear & non-linear processes

Typical tactics and how to counter

Maintaining & Managing Rationality

Escalation beyond reason

Objective assessment

Irrational expectations

Pit falls of over confidence

Excessive emotions

Planning & Preparation Review

Criteria that should be considered when planning for a successful negotiation

Likely outcome us & them

Value creation opportunities

BATNA us & them

ZOPA

Authority

Negotiating team, style, culture

Process, flexibility

Relationship consideration, departmental, firm wide

Opening position – Anchor

Close,

Negotiation Exercise Practical Negotiation - Exercise Using CCTV

Participants will conduct a case study driven negotiation

Review and debrief of exercise – Feedback & coaching for improved performance.

Review & Summary