PSC ELECTIVE
Negotiation Skills

Intended audience:
Trainees

Duration:
3 or 6 hours

Format:
Small group workshop focusing on a practical case study-based negotiation exercise, with coaching and feedback to participants during and after their performance in the negotiation exercise

Objectives:
The objectives of this course are to:

  • Consider key concepts and practical issues relating to negotiation skills
  • Develop the negotiation techniques of participants through a practical negotiation exercise
  • Consider and discuss the challenges and opportunities presented by negotiating by means of telephone and email

Topics:

  • Core principles of negotiation
  • Negotiation styles and objectives
  • Negotiation tactics
    • Understanding and responding to your client’s objectives
    • Developing your strategy to achieve optimum, desirable and essential (bottom line) positions
    • Prioritising your objectives to ensure that you achieve an overall ‘win’ for your client
    • Understanding BATNA (Best Alternative to a Negotiated Agreement) and applying the concept effectively
    • Identifying the Zone of Potential Agreement (ZOPA) and deciding how to achieve agreement
    • Opening the negotiation
    • Asking questions to identify interests, issues and barriers to agreement
  • Closing and finishing off

Outcomes:
The success measures for the course are that trainees:

  • Gain confidence and develop their negotiation skills beyond their current level
  • Show improved performance when undertaking basic negotiations in their day-to-day work

Training Team

Neil Seligman

Module Leader
Neil Seligman

Trainer
Victoria Lloyd

Trainer
Stephen Lue

Trainer
Phil Lyons

Trainer
Elspeth Mills Rendall

Trainer
Judith Raphaely 

Trainer
Shalini Sequeira

Trainer
Emma Tegerdine

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Fresh Development Group Ltd, Aztec Centre, Aztec West, Almondsbury, Bristol, BS32 4TD
t. 01454 550066, e. info@fdg.uk.com, w. www.freshpd.com © Fresh Professional Development Ltd. 2017

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