Negotiating Skills
Consultancy Skills Workshop

Designed for negotiating teams responsible for the preparation & conduct of a high level negotiation which is about to be undertaken.

Aims of the Consultancy Service

The commercial or financial significance of the negotiation to the client is such that the workshop programme is entirely success orientated. Whilst the structure of the programme is totally dependent on the objectives of the specific negotiation, it will enable the negotiating team to:

• co-ordinate those aspects & contributions which will impact on the negotiation
• define & implement plans of action
• identify & agree tactics and strategies, then plan the approach accordingly
• evaluate the negotiating strengths & weaknesses of both their own team & the other party
• objectively review progress towards achievement of the negotiating objectives.

Programme Content

The following aspects will be covered:

• Establishing negotiating objectives – individual & team contributions
• Planning for negotiating process – assessing the other party’s needs, their anticipated stance & likely responses
• Strategy & tactics – competitor responses – counter-tactics – potential trade-offs – cost of concessions
• Role preparation, Rehearsal
• Team building
• Channels of communication
• Post-negotiation analysis – evaluation of results – learning points

Programme Format

Each stage of the negotiation is thoroughly rehearsed & subjected to video analysis of team members’ contributions. A high degree of delegate commitment is essential if the full benefit is to be derived from this programme. Strict confidentiality is guaranteed.