Course Details

Strategic Negotiation Training Course: Advanced techniques for complex negotiations.

Introduction

Strategic Negotiation stands as a cornerstone skill for achieving optimal outcomes and driving success in today's interconnected business world. It transcends simple haggling, involving meticulous planning, sophisticated strategy development, and a focus on value creation for all parties involved. Mastering strategic negotiation empowers professionals to navigate complex deals, resolve conflicts effectively, and forge stronger, more profitable relationships through effective communication and a commitment to achieving mutually beneficial, win-win outcomes.

This intensive Strategic Negotiation Training Course is designed to elevate your negotiation skills from foundational to expert level. Participants will gain mastery over advanced negotiation strategies, proven bargaining tactics, and subtle influencing techniques essential for success in high-stakes situations. With a strong emphasis on practical application, this course equips you to confidently plan, execute, and close deals that deliver tangible results, secure favourable contract terms, and build lasting partnerships, significantly enhancing your professional effectiveness and business success.

Target Audience

• Sales Professionals and Account Managers
• Procurement and Purchasing Managers
• Business Development Executives
• Legal Professionals and Contract Managers
• Project Managers and Team Leaders
• Entrepreneurs and Business Owners
• Anyone seeking to enhance their negotiation and influencing capabilities

Course Objectives

1. Understand the core principles and frameworks of strategic negotiation.
2. Master systematic negotiation planning and preparation techniques.
3. Develop and apply effective negotiation strategies and tactics for various scenarios.
4. Enhance communication, persuasion, and influencing skills specific to negotiation.
5. Learn to identify and navigate complex bargaining dynamics, including power and concessions.
6. Effectively manage difficult negotiators, tactics, and conflict situations.
7. Develop skills to create and claim value, moving towards win-win agreements (integrative bargaining).
8. Practice negotiation skills through realistic simulations and case studies.

Course Content

1. Foundations of Strategic Negotiation Module

• Defining Strategic Negotiation: Principles and Mindset
• Distributive vs. Integrative Bargaining Approaches
• Understanding Key Concepts: BATNA, ZOPA, Reservation Point
• The Role of Ethics in Negotiation
• Assessing Your Personal Negotiation Style

2. Comprehensive Negotiation Planning Module

• Systematic Preparation: Goals, Issues, Priorities
• Researching Counterparts and Context
• Developing Your BATNA and Strengthening Your Position
• Setting Realistic Targets and Opening Offers
• Anticipating Counterpart Strategies

3. Core Negotiation Strategies and Tactics Module

• Developing Effective Opening Strategies
• Anchoring and Framing Techniques
• Information Exchange Strategies
• Creating and Claiming Value: Integrative Tactics
• Managing Concessions Strategically

4. Communication and Influence in Negotiation Module

• Active Listening and Questioning Techniques
• Persuasion Principles and Application
• Non-Verbal Communication Cues
• Building Rapport and Trust
• Presenting Proposals Effectively

5. Managing Difficult Negotiations Module

• Identifying and Countering Hardball Tactics
• Dealing with Difficult Personalities and Emotions
• Managing Impasse and Deadlocks
• Using Mediation and Third-Party Intervention Concepts
• Maintaining Composure Under Pressure

6. Power Dynamics and Leveraging Position Module

• Sources of Power in Negotiation
• Assessing and Shifting the Power Balance
• Leveraging Information as Power
• Building Coalitions and Alliances
• Negotiating from a Position of Weakness

7. Closing the Deal and Implementation Module

• Recognizing Closing Signals
• Effective Closing Techniques
• Drafting Agreements and Key Terms
• Ensuring Commitment and Buy-in
• Planning for Post-Negotiation Implementation

8. Advanced Negotiation Practice Module

• Multi-Party Negotiation Dynamics
• Cross-Cultural Negotiation Considerations
• Complex Negotiation Simulations
• Personalized Feedback and Coaching
• Developing a Continuous Improvement Plan
• CERTIFICATION
• Upon successful completion of this training, participants will be issued with a Macskills Training and Development Institute Certificate
• TRAINING VENUE
• Training will be held at Macskills Training Centre. We also tailor make the training upon request at different locations across the world.
• AIRPORT PICK UP AND ACCOMMODATION
• Airport pick up and accommodation is arranged upon request
• TERMS OF PAYMENT
• Payment should be made to Macskills Development Institute bank account before the start of the training and receipts sent to info@macskillsdevelopment.com