Negotiation Skills training - 1-day - Tony Atherton Training

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. Companies and organisations only. No public courses.

Email direct to Tony Atherton or phone 07976-390960

 

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

COURSE AIM - Negotiation Skills - One-day Training Course

To help delegates to understand the process of professional negotiating and the skills needed, and to provide some practice in applying the process so as to build the skills. Normally for 8 to 12 delegates (can be as low as 4), at your premises.

Deeper knowledge and greater practice is provided on the two-day version. Click here for details.


IS THERE A TRACK RECORD?

There is. Tony presented his first course on Negotiation Skills on 23 February 1993 for a group of 12 delegates at NTL in Winchester. Since then he has run the course in various formats for many organisations mainly in the private sector including Scott-Wilson Kirkpatrick, Right Management, Standard Life, Reed, NDS, Bunzl. DESQ, EDF Energy, the Thames Valley Police Federation, STC Defence and others. Usually the course is run as a one-day or two-day event although Tony has presented three-day courses and even half-day courses.

Although Tony now only presents this course on his own behalf he has, in the past, presented it on behalf of Reed Training and Right Management.


WHO IS IT FOR?

The course is aimed at those needing an introduction to professional negotiating. This includes those, such as subject experts, who support professional negotiators in buying and selling or in negotiating contracts.

It assumes no prior study of negotiation and presents negotiating as a structured process that can be learned, with a set of skills that can be improved. Most engineers, technicians, HR professionals, accountants, solicitors, indeed most non-business specialists, have not examined the processes or skills involved in negotiating and can learn a lot from this programme.

In one action-packed day this course provides a good understanding of those processes and skills, including sales negotiations whether as buyer or seller. And it provides practice to help you begin to embed these skills. The practice is critiqued in an open and friendly way.


COURSE CONTENT - Negotiation Skills - One-day Training Course

  • What business negotiating is and is not.
  • All negotiations, management-union, buying, selling, etc - the common factors.
  • Recognising what can go wrong and how to put it right.
  • Win-Win or Win-Lose negotiations.
  • Kennedy's structured approach: the four main phases of negotiating.
  • How to prepare for a business or sales negotiation.
  • Defining and prioritising your wants and considering theirs.
  • Deciding what might be conceded and what should not be conceded.
  • Negotiating as part of a team. If a subject expert acting in a support role - recognising your dual role.
  • Exchanging information, finding common positions, exploring options.
  • Making proposals, when and how to make them, and how to respond to their proposals.
  • Who should make your proposals?
  • Negotiation bargaining - how not to give it all away.
  • Practice - in a safe environment.

COURSE DESCRIPTION - Negotiation Skills - One-day

INTRODUCTION

  • What negotiating is and is not.
  • Win-win, incentives and sanctions.
  • Power in negotiations. Sources of power.
  • Timing in negotiations.
  • Defining your negotiating range.
  • Taking a structured approach. Kennedy et al: the four main steps.

PREPARATION

  • Defining and prioritising your objectives.
  • Identifying possible concessions.
  • Information: What to share and what not to share.
  • Shared and conflicting interests and options.
  • Negotiating in a team, your two roles.

DISCUSSION

  • Exchanging information, what to tell and what not to tell.
  • Your role in the discussion stage.
  • The importance of listening.
  • Testing and setting their expectations.
  • Asking prepared questions. Probing.
  • Recognising signals, hints and slips.

PROPOSALS

  • Making and receiving proposals. How to make and how to respond.
  • Making and receiving a counter-proposal.
  • Preparation for course negotiations 1 and 2

BARGAINING

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

PRACTICE NEGOTIATIONS 1 AND 2

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

CLOSING DISCUSSION

  • What have you learned from this course?
  • Personal action planning - applying this to your own negotiations and taking this forward

TRAINING STYLE - Negotiation Skills - Two-days

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 actual course may differ slightly from the fine details above as the training is adjusted to match as accurately as possible the needs of the delegates. Delegates are asked to help one another to achieve their action plans. Course notes are provided which also serve as reference books for later. The normal maximum number of delegates is 12.

Negotiation skills are key business skills so this is not just for buyers and sellers but for anyone with responsibility: managers, HR, union leaders, engineers, accountants and so on. It is especially useful for subject specialists who support professional negotiators.

Almost everyone negotiates as part of their professional life but few have developed their negotiating skills beyond a basic, almost instinctive, level. Even experienced buyers and sellers have commented about how much they have learned from this course. The course can be used either as an introduction or as a refresher for those with some experience.

Organisational benefits include: improved deals and relationships with clients and suppliers, a better bottom line, improved communication and mutually beneficial arrangements between departments, and a whole bundle of competencies improved.

THE TRAINER - Negotiation Skills - Two-days

Tony Atherton has been presenting Negotiation Skills courses since 1993. As a training consultant and published writer, Tony 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 course 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 Trainer and writer

Home

Writing courses: Negotiation courses: Time management courses:
Articles
The Trainer
Home


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

Clients

Client organisations for all subjects over the years include:

Clients on behalf of the Institute of Management, Reed Training, Right-Coutts and Fielden-Cegos include:

CONTACT US:

E-mail direct to Tony Atherton

Phone 07976-390960

Covers: United Kingdom

Negotiation Skills Training 1-day course: Last updated 23 August 2008