Negotiating The Best Deal - A Virtual Learning Programme

Who Would Benefit

We are all involved in negotiations every day, often without even realising. How often does someone say to you something like “if you do this for me then I will do that for you” – that’s a negotiation. This programme is designed to help you succeed in those everyday negotiations as well as the more formal scenarios you find yourself in when, perhaps, there is a lot more at stake.

Course Description

This programme will explore precisely how to negotiate for a mutually-rewarding outcome, however demanding, intransigent or manipulative another party may be. A key theme will be the need for harmonious bargaining, not haggling, avoiding a price war and disagreement.

The focus will be on three critical aspects of negotiation:

1. The nature and structure of a negotiation

2. Key skills and techniques for success

3. Playing the game – how attitude and tactics can help

CPD Points: 6

Course Category: Virtual Learning Programmes

Can this course be ISM accredited?: Yes

Learning Outcomes

The difference between negotiating and persuading
The five stages of a tactical negotiation
How to prepare with confidence and precision
How to propose assertively and encourage creative bargaining
The power of mirroring and matching the other negotiator
Various ways to neutralise and avoid classic ‘tricks & ploys’

The Programme Includes:

Webinar 1 - The Mechanics of Negotiation

What is negotiation?

The art of bargaining (no haggling)
Exchanging items of value
When to stop selling (reasoning) & start bargaining (exchanging)
Test – ‘Spot The Difference’

Trading – A key skill (‘If YOU – then I’)
Negotiation Structure - The 5 steps

1. Prepare (WIN goals and bargaining chips)

2. Discuss (the shopping list))

3. Propose (make your bid)

4. Bargain (add, subtract or ask)

5. Commit (agreement & next steps)

Individual Assignment

Each participant builds a WIN goal back at their desk. They select a real, imminent negotiation and apply the ‘Want-Intend-Need principle to their desired outcomes.
They then create a list of ‘bargaining chips’ which they think will be useful and/or attractive to the other party.

Webinar 2 - The Negotiation Toolbox

Interactive session – Selected participants explain their WIN strategy and receive feedback.
Virtual role-playing – Volunteers deliver their opening stance to the trainer (who assumes the role of the other party) and each begins the negotiation process. The group discusses their various challenges, pitfalls and breakthroughs. This leads to…
Exploratory question technique – How to reveal ‘interest’ behind ‘position’
How to propose - seven useful tips

1. Bid & be silent

2. Don’t qualify

3. Show belief

4. Assume a ‘yes’

5. Gain a counteroffer

6. Resist it

7. Signal willingness to bargain

Three ways to bargain – add, subtract and request
Gaining agreement and instigating follow up

Individual Assignment

Each participant is asked to call or contact at least one key stakeholder (external or internal) and commence negotiation with them, applying the key skills above.
They are briefed to record those specific statements or reactions they receive which challenge them the most, in anticipation of sharing these at the start of Webinar 3.

Webinar 3 - Playing The Game

Interactive session – Participants report back on their negotiation experiences, explaining how they consciously applied the key skills in question, as well as the results they achieved. We collectively look for common themes and build a checklist for success. Only measurable behaviours are highlighted & prioritised. We also analyse the ‘tricks’ and stunts pulled by their ‘opponent’ and in so doing move naturally to the topic of ‘game playing’.
Twelve Classic Tricks – How others aim to gain a psychological advantage:

1. The Hidden Competitor

2. Sell Cheap – Get Famous

3. Shotgun

4. Columbo

5. Nice ‘n Nasty

6. Mother Hubbard

7. Widows & Orphans

8. Jobsworth

9. Moral Outrage

10. Warped Logic

11. The Innocent

12. Old Friends

Open forum – We discuss how best to tackle these cynical ploys (humour and irony as the best defence)
Four Negotiation Types

1. Commander (‘Do as I say)

2. Scientist (‘Every little detail’)

3. Player (‘Let’s have a laugh’)

4. Supporter (‘Let’s be nice’)

Discussion – ‘How do we adapt our approach in each case?
Action planning (Participants declare their ‘takeaways’ and areas to work on in future)