Negotiation Skills

What is this workshop about?

This workshop is set at an intermediate level and takes a practical approach to understanding the principles of negotiation and the skills required to achieve win/win outcomes.

As a result of attending this workshop, delegates will be able to:

• Identify the key elements of good negotiation
• Understand when and how negotiation can be best used
• Use key tools to achieve negotiated outcomes.

Through extensive use of case studies and role-play, participant will develop the negotiation techniques that they require in their role.

Who will benefit from this workshop?

All staff who are responsible for negotiating the contract arrangement with suppliers and partners.

Programme Content

Introduction

• What is negotiation
• Planning and the negotiation scene
• Negotiation communication process
• Active listening
• Body language
• Messages to convey
• Objectives and outcomes

Characteristics of Successful Negotiators

• Characteristics of Successful Negotiators
• Planning and Preparation Stage
• The stages in the actual negotiation
• Opinions, power, situational reversal
• The negotiating environment

The Discussion and Debate Stage

• The Bargaining Stage
• Positions, assumptions, emotions
• Persuasion and reciprocation
• The win/win approach

The Agreement Stage

• Practice, negotiating skills and errors
  

Workshop Exercises

• What type of negotiator am I?
• Negotiation Exercise 1 - commodity-based
• Negotiation Exercise 2 - service-based
  (The exercises in this workshop can be tailored to use real examples from the client organisation)
  

Workshop Trainer

Bryan Jones - Associate Training Consultant: Bryan is a supply chain career professional with experience in manufacturing industry, local government, health service supplies and professional training. He set up Supply Chain Projects in 1996 which undertakes a range of consultancy and training projects in the UK and overseas. Brian has a BA and is a Corporate Member of the Chartered Institute of Purchasing and Supply, and the Institute of Logistics and Transport.

or

John Oliver - Associate Training Consultant: John is a career Supply Chain Professional with over 30 years experience in purchasing, contracts management and supply chain development. In recent years he has been an associate of Supply Chain Projects and has undertaken two key roles:
- Preparation of course material, trainers notes and delegate packs
- Course delivery associate with SME's and corporate organisations

John has a BSc and is a Corporate Member of the Chartered Institute of Purchasing and Supply.

Workshop Dates & Pricing

All workshops, including lunch and a comprehensive delegate pack, are priced at:

£195:00 + VAT for PfH Members
£245:00 + VAT for Non-Members

Booking

To reserve your place at any of the workshops, please download the booking form and send by fax to 01457-869361 or by post to:

Katie Bishop
PfH
Bleaklow House
Howard Town Mill
Glossop
SK13 8HT

Alternatively, this workshop can be run in-house. Content and structure can be tailored to the specific requirements of your organisation. Please contact Gordon Hinchcliffe for further information on t: 01457 891974 or e: ghinchcliffe@cel.co.uk.