Advanced Negotiation Skills

Course Introduction

Mastering the ability to negotiate is more important than ever in the ever-evolving, increasingly complex commercial, organisational, and professional environment most of us face in our daily working lives. This is required of us with customers, clients, suppliers, outsourcers and a wide range of internal stakeholders. This fast-paced training course includes negotiation exercises, analysis of business cases, and discussion of challenges you may face at the deal-making table. You will emerge prepared to conduct a broader range of complex negotiations confidently.

The most expert negotiators can plan and then execute complex negotiations to a successful conclusion. This training course presents you with the knowledge and tools you will need when finding yourself in complex negotiation environments. You will discover how to upgrade yourself from a competent managerial deal maker to an expert negotiator. Along the way, you will appreciate the various tactics you can use to create value for yourself and your organisation.

This training course will highlight the following:

• The key negotiation strategies and how to apply them in practice
• The importance of understanding and leveraging different behaviors and attitudes associated with different cultures
• Why influencing skills are not the only tool you have at your disposal
• The need to separate ego and emotion from building value at the table
• Why planning for outcomes and different scenarios is so important.

Daily Topics

DAY ONE: NEGOTIATION AS AN ART OR A SCIENCE

• Introduction 
• The History of Negotiation
• Consequences of Failure
• The Role of Perception
• Beliefs of Expert Negotiators

DAY TWO: BACKGROUND TO SUCCESSFUL NEGOTIATING

• What is Culture, and why does it matter?
• Corporate and National cultures can win or lose deals
• Why so many M&A deals are a failure?
• Win-Win or Play Hardball
• Sometimes losing will end in winning

DAY THREE: PLANNING EFFECTIVELY

• Structuring your Approach
• Using limited time as an ally
• Knowing Your Audience
• Knowing Your Limitations
• Discovering their Limitations

DAY FOUR: NEUROSCIENCE AND THE POWER OF EXPERTISE

• Why can alternative approaches help?
• Psychological Techniques
• Using Expertise and reputation to support a position
• Dealing with Negotiating Behaviour
• Resisting “Dirty Tricks”

DAY FIVE: GETTING TO A ‘YES’- OVERCOMING RESISTANCE

• Building Agreement into the meeting
• Reframing & Metaphor Techniques
• Avoiding Premature Concessions
• Getting to an Agreement
• Closing the Negotiation

For registration & more information please contact

NAYEL Training Centre 

T: +971 4 379 7245 | M: +971 50 249 6876 | WhatsApp +971 50 249 6876

Email [email protected]