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Negotiation

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Why Negotiation Skills Training?

Negotiating is a commonplace activity that everyone does on a regular basis. From very young we learn how to get our own way. But despite the fact that we all do it, we often don’t recognise it for what it is. It’s easy to describe it as something else, such as just ‘a bit of give and take’.  It’s also easy to confuse it with other activities such as joint problem solving or power games of dominance and submission.

A traditional view of workplace negotiations is of a competitive encounter in which each side has their own objective to win.  This has encouraged a rather intimidating impression of the whole process and the skills required to come out on top. More recently however, people have begun to realise that they need to develop the skills and knowledge of an effective process which will establish a commitment from both sides to the final agreement.

Individuals wishing to improve their ability to negotiate are often interested in finding ways to:

      • Follow a simple but effective model, or process of negotiation that leads logically to a satisfactory outcome
      • Improve their preparation, making the most of the time they have by considering the most important issues
      • Develop a range of practical strategies to positively influence others in negotiation
      • Understand and utilise typical verbal and non-verbal behaviours in negotiations to achieve positive outcomes
      • Close their negotiations effectively, and how to deal with any untimely closing strategies used by others
Although we all learn to negotiate from a young age, effective negotiating at work involves the application of a range of key inter-personal skills. The most successful negotiators will have developed and honed their skills, and will know when and how to put them to good use.
assertiveness

 

 

"Negotiation is the art of letting them have your way (for their reasons)"

Daniele Vare

 

Click the 'play' button below to see a short animation depicting two guys attempting to negotiate a business deal. They definitely start off with good intentions...:




How to spot an effective negotiation

The people involved are...

1. Prepared - they have taken sufficient time to consider the negotiation: what they want from it, what the other person wants from it, what is the best overall approach and how to deal with any specific issues or difficulties

2. Interested in the on-going relationship - they deliberately create and maintain a genuine empathetic rapport and seek win-win outcomes

3. Avoiding manipulative tactics - they allow the other person to have control and freedom to express their concerns, specify their needs and make their own decisions

4. Communicating clearly - they indicate the benefits of their ideas to the other person, and are able to neutralise resistance through active listening and creative problem solving

5. Responsive - they are flexible in their approach, matching it to the needs of the other person and the situation, and seeking alternative methods when necessary

6. Successful - they are able to reach agreement on a deal that encompasses all the issues raised by each side, and are never satisfied with reluctant compliance.

Negotiation Skills Training

Would you or others in your team benefit from training in Negotiation Skills?

As well as the information and advice availble from the internet and from reading books, there's huge additional benefit to be gained from the interaction, practical exercises and valuable feedback that face-to-face training and coaching gives. In relation to the topic of effective negotiation H2 offers:

Communication and Relationship Management Training

Open Courses

Held in Central London in convenient locations on a regular basis - a place costs from just £270 +VAT per person for a 1-day course. We currently offer the following open course specifically on this topic:

We can deliver any of our open course topics at your own premises or at a local venue of your choice, plus we offer a number of other off-the-shelf courses that can be delivered in-house, including:

We charge a flat daily fee from £800 +VAT per day (from £700 +VAT for not-for profit organisations), for any number of attendees up to 12 people, dependent only on the location and the duration of the course. Click on the "In-house Courses" button above for more details.

Our bespoke service involves us designing and delivering a tailored course to meet your more individual requirements. Following a short but effective pre-course consultation, we put together a course programme that reflects your specified priorities, and that includes exercises based on real-life case studies/scenarios. This helps us to ensure that the course stays focussed on the issues that are most important to you and your delegates. Click on the "Bespoke Training" button above for more details.

We offer all of our open course and in-house topics as 1:1 training. The cost is dependent upon the topic, location and duration and we offer discounts for two or more sessions. For example, the fees for our standard 1:1 training in Central London covering an open course topic (such as "Negotiation Skills" or "Influencing Skills") are £550 +VAT. Click on the "One-to-One Training" button above for more details.

 

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