Strategic Negotiation Skills

Why Attend?

This course will equip you to negotiate effectively in a variety of contexts, whether it be contract negotiations for managers facing 'scope creep' or settlement negotiations for lawyers facing threats of legal action. The trainers on this course have extensive experience both as negotiators and mediators. They are well versed in modern negotiation skills theory and practice, and the materials that they use are contemporary and highly participative. Participants will also benefit from the on-line style inventories and interesting videos used on the course. This course can be conducted over two or three consecutive days or in a modularized format, to meet clients' needs.

Main Topics

1. The range of possible outcomes in negotiation

2. Approaches for creating and claiming / distributing value in negotiation

3. A strategic negotiation process model

4. Consideration for negotiators in different contexts:

  • contract negotiations for managers
  • settlement negotiations for lawyers

5. Preparation

  • Positions and interests
  • Making choices about where to start the bargaining
  • Reality testing and risk assessment
  • Using decision trees
  • BATNA/WATNA
  • Traps in decision-making
  • The mandating dynamics, principal and agent
  • Teams
  • Preparation exercise

6. Opening and exploring

  • Styles in negotiation - assertiveness and empathy
  • How are you exploring - key communication skills
  • What are you exploring
  • Role-play

7. Bargaining

  • Generating options
  • Making effective offers and proposals, and managing reactive devaluation
  • Why deadlock occurs and what to do about it
  • Managing emotion and difficult behaviours
  • Role-play

8. Trust and ethics in negotiation

9. Concluding

Course feedback

  • You cannot put a cost to the value received = INVALUABLE OPPORTUNITY. To learn from the guru’s at this price is a bargain and I didn’t even have to negotiate.
    Ilena Power
  • John & Felicity made the theory come alive through drawing on examples of current practise. Their enthusiasm & passion for what they do is tangible and contagious as is their constant focus on learning and expanding their knowledge of their field.
    Jenny Bell
  • A thoroughly focused course that dealt handsomely with the topic and left me with a valuable resource.
    Neil Poynton
  • The course allows one to use instinctive tendencies at the right time. About timing!
    Zuraya Adhikarie
  • An enriching, stimulating learning experience.
    Diane Davis