The Art of Negotiation

Becoming a master of negotiation is crucial for busy executives who need to control complex situations every day, whether it’s getting the salary you want or a deal you need.

Negotiations are seen as a contest of wills in which power determines the outcome; each party fights it out until there’s a winner and a loser. However this approach produces short-term results and leaves both sides exhausted, resentful and dissatisfied.

Win/Win is an attitude not an outcome

This highly intensive training course will provide you with an effective, efficient and principled negotiation style that will produce agreements to meet the needs of both parties and ensure we all win.

Key Learning Points:

• Recognise the different types of negotiations.
• Recognise the wide range of personal skills and attributes required to negotiate effectively and how to develop and enhance these.
• Prepare appropriate negotiation strategies, implement and adapt them as appropriate.
• Deal with relationship issues, including considering each party’s perception; seeking to make negotiation proposals consistent with the other parties’ interests; making emotions explicit and legitimate; matching, pacing, leading and active listening.
• Create sufficient capacity to effectively represent your interests in negotiation-power management.
• Deal with difficult and competitive negotiators.
• Use a structured approach to the negotiation process.

Course Content

Overview

The Characteristics and Skills

• Personal inventory of attitudes, skills and abilities in effective negotiation.
• How to enhance skills.

Persuasion and Negotiation

• Recognising the relationship between the two processes.
• Determining the negotiating approach and type.
• The nature of negotiation compared with persuasion the need to change techniques.

The Nature of Power

• The dynamics of power at individual and organisational levels.
• Identifying decision processes and influencing factors.
• Creating capacity to effectively represent your interests.

Planning to Negotiate

• The key stages of thorough preparation; establishing objectives, determining strategy; determining variables, the roles of the negotiating participants.
• Using planning tools, key tasks, simulation and practice.

Using questions and questioning techniques

• Planning question pathways for control; recognising the purpose of questions and using different types of questions.
• Matching pacing, leading and active listening skills.

Bargaining Styles and Strategies

• The strategy and tactics for effective collaborative, competitive bargaining.
• Dealing with difficult negotiators.

Putting together and Putting across

• Effective negotiation communication through planning and understanding the other party’s personality, styles and decision making approach.

Training Methods

The programme is designed to enhance learning through group and individual cases and exercises. There are a number of opportunities to simulate negotiation and bargaining situations, practice techniques and evaluate skill levels. In addition the course leader’s specialist knowledge and guidance are available in all sessions.

The programme will be supported with handouts and post course references. The design of each course will provide for each delegate’s preferred learning style and optimise experiential learning processes.

Tutor inputs will be aimed at giving direction and guidance to ensure effective learning, skill enhancement and attitudes to move with the times. The presentation of each programme will use the most modern technique, materials and equipment.

Meet the Course Instructor

Graham Chambers is a British national, with very wide experience in the role of senior trainer. He is a former member of the UK military, where he served with distinction, from 1995 to 2006. For the past seven years, he has worked in various training positions in a range of organizations, primarily linked to the defence and security industries. In these roles, he has developed and delivered soft skills training programmes, and high level training courses on quality management and project management.

Graham has been resident in the UAE since 2010. His post-military training career involved running a range of courses in leadership, effective communications, team building, planning and organizing skills, decision making, etc. He also delivered a number of technical training programmes. Graham brings real life experiences into the training room, some of which, due to his military career, are outside the normal experience and scope of many trainers. His military career included positions relating to intelligence, counter terrorism, homeland security, and international security. This work required a very focused and analytical approach, combined with excellent communication and leadership skills, and the ability to work in effective, manageable teams.

  Graham joined HMS Ltd, a security training organization as an internal trainer. In this post, he delivered training to international teams, from the USA, Europe, and the Middle East. In 2008, he was promoted to manage a team of five direct reports, with additional responsibility for the co-ordination of a 30+ member international team in multiple locations (including the USA, Europe, Asia, and the Middle East).In this role, Graham became something of an expert and was then requested to deliver training programmes to senior figures in the UK and US governments. He was also responsible for the project management of a number of government projects.

  Graham gained PRINCE2 Practitioner (Project Management) qualification and utilised these skills in the new projects he worked on. He also delivered training courses in Six Sigma Facilitator Biography (a quality method for improving business efficiency and effectiveness), Change Management, Managing the Training Process, and Train the Trainer.

  Graham has delivered training to over 1000 individuals in the MENA region across a diverse range of industries and sectors.Graham believes his experience and knowledge of the design, planning, and delivery of a wide range of programmes creates excellent outcomes in the training room, with positive feedback from delegates. Graham always strives to give people a positive and memorable training experience.

  Graham’s key areas of expertise include:

• Specialized Coaching to all levels of Management from junior to ‘C’ suite
• Leadership Courses - multiple courses
• HR Management & Training - multiple courses
• Customer Service – multiple courses
• Sales & Marketing - multiple courses
• Personal Development- multiple courses
• Microsoft Courses, Project, PowerPoint (2010), Word, Outlook