Multiple Dates Available
In Person or Live Digital
Attendees
WHO SHOULD ATTEND
This negotiation strategies & techniques course will greatly benefit professionals at all levels and productively enhance their negotiation skills with customers, colleagues, partners, suppliers, and other parties. This includes, but is not limited to, those working in Business Development, Procurement, Purchasing, and Sales.
Experienced business managers and commercial negotiators will also be able to develop their negotiation skills in complex negotiations.
COURSE REQUIREMENTS AND CERTIFICATES
Delegates must meet two criteria to be eligible for an Informa Certificate of Completion for a course:
• Satisfactory attendance – delegates must attend all sessions of the course.
Delegates who miss more than 2 hours of the course sessions will not be eligible to sit the course exam.
• Successful completion of the course assessment.
Delegates who do not meet these criteria will receive an Informa Certificate of Attendance. If delegates have not attended all sessions, the Certificate will clearly state the number of hours attended.
COURSE METHODOLOGY
This is an experiential course underpinned with straightforward theory and practical activities that can be directly applied by participants to their own working environment. The learning model is based on the idea that people learn best through their experience and so each key element is introduced using a personal experience from the participants, in order to make the teachings more relatable. The key learning elements will then establish how the participants’ specific experiences can be generalised for broader application. Practical templates will be provided to help participants apply these examples in their work. At the end of the course, participants will build a personal action plan that they will execute in the weeks following the course and agree a personal continuing development plan for discussion with their line manager.
TARGETED COMPETENCY
Learning Outcomes
This transformative course will teach participants:
- The keys to successful negotiation
- The PACE (Performance, Attitude, Competence, Execution) framework and what each ofthe elements mean in relation to effective negotiationThe five key skills of negotiation:
- Managing your emotions and mindset – being at the top of your game
- Planning and managing the negotiating process
- Effective conversations – focussed listening
- Reading people – understanding what makes the other party “tick”
- Tactics and strategies for effective and principled negotiation