Negotiation Skills Masterclass

Part One: Introduction

• What are your strengths and weaknesses when it comes to negotiation?

• What do we mean by negotiation?

• How does it differ from persuasion?

• The negotiation process

• “Soft” parts of the negotiation

• Negotiation skills training assesses the importance of behavioural elements

• The importance of psychological elements

• Setting realistic and achievable objectives

• The minimum communication skills needed

• Assessing information in real-time

• Establishing rapport and setting parameters

• Is a Win-Win situation a realistic goal?

• Ice-breaker: Two to four participants - A mega-famous but ageing footballer is looking for his last big contract with the club he has served throughout his career. He knows, as does the club, that personal problems and some inconsistency are issues, but the club still makes a fortune from shirt sales and other image rights. With either the player and his agent or the club officials authorised to negotiate, can an acceptable deal be reached?

The “Interests”

• What does this mean?

• What is the significance of interests?

• Understanding the difference between positions and interests

• Identifying and prioritising your interests

• Identifying and understanding the clients/counterparties’ interests

• Effective negotiation skills training covers the common mistakes when handling interests

• When is hard bargaining a good idea?

• The critical elements of an effective negotiation

• Exercise: Two to four participants - “Closure”: A deal will not close and will expire soon. You have been sent to see the clients by the CEO to establish why there are delays. Can you get the deal completed by the expiration date?

The “Options”

• What do we mean by this term?

• Planning and preparing for options

• Having a clear idea of deal breakers

• Generating and evaluating possible options

• Identifying your ideal outcome

• Identifying your minimum acceptable outcome

• Common errors when generating options are thoroughly reviewed and addressed in this negotiation skills masterclass

• Exercise: Two to four participants -“The Downsize”: As the main board directors persuade two junior, but respected, department heads to lose some of their people as part of a cost-cutting exercise. Will you achieve your goal, or will your colleagues get their way instead?

Part Two: Understanding Outcomes

• The importance of setting an option matrix

• Fully evaluate the options

• Being realistic about where you think it will end

• Is there a “win” or would a near-win compromise be better?

• Setting clear objectives during the negotiation

• Being prepared to lose when it makes commercial sense

• When to say no and be prepared to walk away

• Exercise: Two to four participants – A client calls as a business owner to share with you that they are reluctant to sign off on a deal you have brokered and for which approval will soon expire. The reasons may not be as straightforward as they seem. Can you put their minds at rest, or not?

Negotiation Skills: The Process & Soft Skills

• The value of soft skills cannot be underestimated; this negotiation skills course explores soft skills

• What are soft skills, and why do they matter?

• Making proposals and giving and receiving concessions

• Breaking Deadlock by avoiding the T-junction in the first place

• Agreeing on a remedy

• Understanding the negotiator’s role

• Keeping it professional – never personal

• The key stages of the process

• Giving information to help the flow

• Reading signals or having a member of your team for this role

• Using the initial plan as a guideline – but not too rigidly

• Avoid too many assumptions until they are tested

• Expect the unexpected occasionally

• Managing the meeting/discussion process

• Probing to develop an understanding

• Before our next exercise, this corporate negotiation training explores reaching an agreement – even if it’s only a baby step

• Exercise: Two to four participants - “Master of the Universe”: You are summoned to a meeting with the CEO and the deputy. You are certain this is a long-overdue promotion. Be prepared to negotiate the best possible terms.

Challenging Psychological Elements

• How to deal with different types of people

• Key personality traits – most of us are a mix

• Behavioural approaches and body language

• The professional aggressor

• Deadlocks, Standstills & Concessions

• Tricks, traps and tactics – but be careful, use these sparingly and avoid them if they fail

• When and where to negotiate – why digital media and the telephone are not ideal

• Exercise: Two to Four participants - “The Presentation”. You are asked to present a detailed synopsis of your product/service to clients. Will you be able to give them enough detail in this live negotiation?

Negotiation Course Conclusion

• Summary

• Debrief

Training Objectives

Redcliffe’s negotiation skills masterclass covers the following areas:

• Although we can all negotiate, the challenge we face is developing both self-confidence and self-belief

• ‘Tricks of the trade’ and how to avoid using a ‘caveman brain’ instead of a ‘logical brain’ by knowing where the ‘hot buttons’ are

• Understand what ‘negotiation’ means in business and/or commercial contexts

• How existing skills can be either honed or improved

• Honing, improving, and acquiring negotiation abilities through practice and observation

• You will engage in hands-on exercises, learn new techniques, and observe more experienced colleagues to enhance your skills

• Recognise that for important negotiations, there is no substitute for detailed planning and thorough preparation

• Understand some of the science and why it matters: ‘Interests’ and their impact on the outcome

• Options

• BATNA and WATNA

• Giving and receiving concessions

• Win-win and other similar elements

Learn how to construct and deliver proposals with confidence

Determine the best approach in dealing with challenging negotiations and recognise that for some this is merely a high-stakes ‘game’

Master the psychological elements of negotiation with proven methods

Learn the power of an effectively communicated ‘No’ and when to stand your ground in general

Learn when it’s time to walk away with dignity, whilst maintaining cordial relations

Finally, our negotiation skills course helps you understand and learn new techniques whilst accepting that we can’t ‘win them all’. Learn how to deal with defeat gracefully whilst preserving relationships where possible

Training Course Summary

Communication and negotiation are skills we begin developing from a young age, making them inherent talents.

Redcliffe Training's interactive Negotiation Skills Masterclass begins with the recognition that participants already have some foundational knowledge and are eager to build upon it. With a commitment to learning and refining these skills, anyone can become an effective negotiator.

Negotiation skills training equips delegates with the expertise to master the art of negotiating a ‘win-win’ outcome. You’ll learn the core principles of achieving mutually beneficial agreements, often highlighted in sales literature. Participants will explore the most effective ways to engage with various customer types, all while upholding fairness principles, fostering mutual benefits, and building long-term relationships.