Negotiation training courses

Atherton Training Consultants Ltd

Negotiation Skills Training - 1-day introductory course

NEGOTIATION SKILLS TRAINING - 1-day

Courses for up to 12 people at your premises. Min 6.

Email direct to Tony Atherton or phone 07976-390960

 

A one-day on-site introductory negotiation skills training course for up to 12 people introducing the process and skills of professional negotiating and delivered at your premises. Lots of learning, fun and practice.

COURSE AIM - Negotiation Skills Training - 1-day

The aim of this this one-day negotiation skills training is to deliver measurable benefits for your organisation by helping delegates to improve their ability to negotiate professionally on your behalf. It covers the basics of the process of negotiating, the core skills involved and provides practice to develop those skills. For up to 12 delegates at your premises. The course should quickly pay for itself through improvements.

Deeper knowledge and more practice is provided on the two-day negotiation skills training course. Click here for details.


WHO IS IT FOR?

This negotiation skills training is for those who need an introduction to professional negotiating. This includes those fairly new to professional negotiating and specialists who support professional negotiators. It assumes no prior study of negotiation skills.


IS THERE A TRACK RECORD?

There is. Every course is presented by Tony Atherton. Tony presented his first negotiation skills training course on 23 February 1993 for a group of 12 delegates at NTL in Winchester. Since then he has run negotiation skills training for many organisations, mainly in the private sector, including Scott-Wilson Kirkpatrick, Standard Life, NDS, Bunzl. DESQ, EDF Energy, the Thames Valley Police Federation, STC Defence, First GB Railfreight, Yara, Mouchel, Amey, Charter (SW) Ltd, Bath Council and others. Tony has run about 50 negotiation skills training courses for a variety of private and public sector clients including some on behalf of Reed Training.


COURSE CONTENT - Negotiation Skills Training - 1-day

  • Business negotiations: what they are and what they are not
  • Win-Win or Win-Lose negotiations
  • The negotiation process: a structured approach to negotiating
  • Preparation: objectives, strategy, team work and the role of concessions
  • Dialogue: exchanging information - what to tell, when and who should do it
  • Proposals, counter-proposals and some tactics
  • The bargaining process, supporting the leader or doing it yourself
  • Closing: getting the deal and preventing "deal creep"
  • Practice session: in a safe environment with feedback and analysis
  • Tony, I gather that the feedback on your seminars was excellent and so I would like to fix some dates for next year.
  • Thank you. I have received very positive feedback from the team and I felt the training was very worthwhile.

COURSE DESCRIPTION - Negotiation Skills Training - 1-day

INTRODUCTION

  • What negotiating is and is not.
  • BATNA, how to escape a bad deal.
  • Styles in negotiations: win-win, win-lose, etc.
  • The bargaining range.
  • Timing.
  • A structured approach. Kennedy et al: the five step process.

PREPARATION

  • Sorting out your objectives and anticipating theirs.
  • Identifying possible concessions.
  • Information: What to share and what not to share, and when.
  • Shared and conflicting interests and options.
  • Negotiating in a team, a specialist's two roles.

DIALOGUE

  • Exchanging information, what to tell and what not to tell.
  • Your role during dialogue.
  • The importance of listening.
  • Testing and changing their expectations.
  • Asking prepared questions. Probing.
  • Recognising signals, hints and slips.

PROPOSALS

  • How to ensure a proposal is 'good'.
  • Making and receiving proposals.
  • Counter-proposal.
  • Preparation for course negotiations 1 and 2.

BARGAINING

  • The purpose of bargaining.
  • How to make bargains and who should make them.

CLOSING

  • How to close the deal or support a closure.

PRACTICE NEGOTIATIONS 1 AND 2

  • Negotiations 1 and 2.
  • Feedback and learning points.

CLOSING DISCUSSION

  • What have you learned from this negotiation skills training course?

TRAINING STYLE - Negotiation Skills Training

The training style uses a mixture of talks, discussions, individual work, group work and a practice session for everyone (with critique) in a mix that is as appropriate as possible to the delegates. The practice sessions are vital for embedding the skills and about a third of the course time is devoted to practice (including analysis and feedback). Course notes are provided for all delegates and can serve as reference books later. The maximum number of delegates is 12.


THE TRAINER - Negotiation Skills Training

Tony Atherton has been presenting negotiation training courses for 16 years. As a training consultant and published writer, he draws on a career in both the public and private sectors including employment in the Royal Navy, GEC-Marconi, the Independent Broadcasting Authority and the University of Hong Kong. For five years he was the Training Manager at NTL. Since 1997 he has been an independent trainer and writer. As a published writer he has four books and around 90 articles to his name.

He has trained thousands of delegates from blue-chip organisations and runs this one-day negotiation skills training course, and the deeper two-day version, on site at clients' premises usually for up to 12 delegates.

He has also inspected government-funded training on behalf of the Training Standards Council and the Adult Learning Inspectorate.

CONTACT US:

E-mail direct to Tony Atherton

Phone 07976-390960

Covers: United Kingdom
Call 07976-390960
E-mail Tony Atherton

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'I learned more on this one-day course than on other longer Negotiation Skills courses in the past.'

A selection of our clients for various courses:

CONTACT US:

E-mail direct to Tony Atherton

Phone 07976-390960

Covers: United Kingdom

Negotiation Skills Training 1-day course: Last update, 8 August 2011