Advanced Negotiation

When negotiating one-to-one, one-to-group and during multi-party negotiations you need to select the right approach and understand the impact of your behaviour on others. You need to develop strategies to motivate recipients to your outcome, recognize the appropriate communication style and manage your emotions effectively when you are challenged. 
At a senior level, the ability to negotiate is essential to achieve your desired goals and build strong partnerships. This course will help you to understand the neuroscience behind our negotiating behaviours and our natural evolutionary responses to being in opposition, threat and perceived unfairness

To gain the maximum benefit from the workshop, you will be sent an activity to complete which asks you to consider current expectations and challenges. You will also see two short negotiation videos to review the impact of the styles.  Both tasks will set the context of the sessions and will be used in the session activities.

• Select the most appropriate approach when negotiating across a range of issues and with a range of parties
• Describe a process for thorough planning and preparation in advance of negotiations
• Design a robust negotiation process that works for you
• Define the importance of your own style and behaviour when negotiating
• Manage emotion and apply a win: win mindset to achieve better results for both parties
• Use the appropriate communication approach when negotiating at all levels
• Respond confidently to challenging negotiation situations

• Identifying your style and personality preferences, and those of others
• Developing Negotiation Behaviours 
• Transactional, collaborative and creative negotiations
• Analysing your communication style
• Flexing your communication style to motivate others towards a win-win outcome
• Building relationships and gaining cooperation from others
• Using non-verbal communication to build rapport to influence viewpoints
• The Neuroscience, Biology and Psychology of Stressful Negotiations
• Our naturally evolved responses to negotiations and overriding our initial reactions
• Practising detached and objective negotiation based on collaborative collective problem solving 
• The biology and psychology of the decision-making process
• Breaking habitual behaviours to reap the benefits in stressful situations
• Eight-Step Approach to Workplace Negotiations
• An easy to apply process that promotes confidence and professionalism
• How to adapt the process to the situation and climate
• Identifying value and assessing your strategy for risks
• How to motivate other parties and move towards a win-win outcome
• Managing the problem, not the person
• Researched and developed case studies that allow learners to apply techniques
• Safe supportive skills practice using a real-life work-based situation
• Skills Practice and Case Studies