Black Belt course in Negotiation skills

Course information : Negotiation is a invaluable skill for anybody who needs to deal with other people on a regular basis.

The keys to successful negotiation are not skills that you are born with - they are something you develop with practise and training.

Today's work place enviroment demands updated skills in communication and competence in negotiation in order for all round success. As Chester Karrass once said "You seldom get what you deserve . You get what you negotiate."

In order to fully understand the negotiation process a strong grasp of the human behaviourial patterns is needed. Like all Maverik courses the training is performance targeted and concentrates on the development and practise of skills rather then simply a presentation of concepts. This course provides you with the opportunity to experience both one on one and team negotiations. You will learn how to analyse your own and other party's negotiation style, diffuse conflict and turn it to your advantage, and negotiate more successfully.

This 3 day course is highly interactive and is split into 6 Modules for ease of learning. On day one we look at The Natural Tendencies in Negotiation and cover points such as; developing and destroying trust, the need to win, transformation of goals and emotional reaction in negotiation.

In day 2 we cover Competitive Negotiation, how to establish maximum and minimum positions, assessing the negotiation range, defining the conflict range, influencing the other party and determining the primary and secondary issues. At this point we also look at Negotiation styles and rapport to establish communication.

On the final day we look at Collaborative Negotiation, or how to develop a Win/ Win situation every time.

Who Should attend : This course is aimed at middle and upper management in fact all people preparing to assume a management role. The key decision makers within a company or organisation. Company Directors, HR Managers, Finance Managers and Sales Managers would all find this course particularly useful and inspiring.

What You will learn: This course has a very practical orientation waking up to just what it is that we think, feel and do as we interact with others towards a set objective = improved effectiveness! It allows us to appreciate our very real power to influence and shape both personal and professional relationships.

You will become aware of the internal and external processes, which help to make you, your team and your organisation more effective and so more successful.

During the three days delegates will learn:

• The difference between selling and negotiation
• Negotiation as a process creativity not compromise
• The use of power, information and time
• The six phases of negotiation
• Solo or team styles
• Choosing the right location
• The games people play negative negotiation
• How to ask the right questions to get the right results.
• Persuasion, coercion and the use of sanctions and ultimatums.
• How to determine Primary and Secondary issues
• How Language can influence the behaviour of others and yourself.

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