Advanced Negotiating Skills Training

Course Objectives

Advanced Negotiating Skills Training in Dubai: “The course will equip staff within the relationship banking context on how best to negotiate and manage with external clients as well as internal parties within the bank to get to a win win for all parties involved. This is not limited to the following but within a Islamic banking context:

– to understand the benefits of advanced negotiating skills ( what, how and when)
– to identify successful techniques that will be most effective in stressful negotiation situations
– to have the opportunity to practice the “how to” of these skills in a supportive environment
– to recognize the stress that often accompanies negotiations and have some options for managing that stress
– Apply knowledge with Problems with Positional Bargaining to acheive win win scenerios.
– Applying various styles and tactics for success within the banking context
– Measure of success.”

Delivery method

Discussions, brainstorming and role play

Pre assessment

All our courses involve a thorough level of pre-assessment, including Pre-Course Questionnaires (online), Telephones or Face-to-Face interviews with key delegates &/or Stakeholders and Client briefing meetings by phone or in person.

Post assessment

Typically, Post-Course assessment is handled by the Client Brand’s L&D team, who often have their own Questionnaires they wish delegates to complete.

However, we can develop bespoke Post-Course evaluations should you wish. These are often Online Questionnaires (&/or Tests) or Face to Face interviews / planning sessions.

Course outline

Negotiating styles

Types of negotiation o Positional negotiation

o Principled negotiation (Harvard Model)
o Situational negotiation Adopting win – win or win-lose negotiation styles Knowing your strengths and weaknesses Exercise – Characteristics of Great Negotiators The 7 essential characteristics of a world class buyer
o Motivation – getting other parties interested
o Imagination
o Professional knowledge o Courage
o Understanding business politics – the ability to influence o Wisdom o Understanding others – communication skills
Result of this activity highlights potential training needs for the individual Overcoming your limitations (linking your beliefs to your behaviour) Negotiator Personality Types Activity: Examining your style of negotiating o Individuals chart their styles on a chart. Enables individuals to assess how they might expect others to react to them during a negotiation
Non-verbal communication o Activity: Communicating through body language Working in pairs role play a given scenario (scenario to be advised on the day) Purpose is to demonstrate the power of non-verbal communication and its effect on parties present at a negotiation meeting Skilled negotiators do’s and don’ts

The five phases of the negotiation process

Planning Strategic Thinking in Negotiation
Defining objectives and strategy Knowing your boundaries – what is the real bottom line?
Activity: Defining objectives for a negotiation Individual creates the objectives of a recent negotiation they have been involved in.
Group discusses the relevance of the objectives Activity: List the factors which can be planned for in a commercial negotiation o Identifying the stakeholders – individuals or teams Prioritising the agenda

Creating the right environment

Face to face or telephone?
Your place or theirs?
Active listening
Checking pre negotiation assumptions
Questioning techniques The Proposal
Getting the other party to declare first
Using initiative and creativity
Rejection avoidance Bargaining
Attaching conditions to concessions
Trading variables
Making notes Closure
Reaching agreement
The do’s and don’ts of agreement
Following up
Monitoring performance Activity: Planning a negotiation In teams create a plan for an upcoming negotiation (scenario to be provided on the day). Teams to present their plan to the whole group

Persuasion techniques

What is Persuasion?
Activity: Reducing cost through persuasion
Working in small groups construct an argument to persuade a supplier to lower the cost (scenario to be provided on the day).
Arguments to be presented to the whole class to see if they are ‘persuaded’
Methods of persuasion
Gaining trust
Resolving conflict and dispute
Negotiation tactics
Dealing with different personality types
Dealing with difficult negotiators o Dealing with frustrating negotiations The 2 categories of power bases

Negotiation Mistakes

Negotiation Decision Making Traps Activity: Case study dealing with negotiation mistakes Group activity of buyers and suppliers.
A scenario (to be advised on the day) is given to the groups for them to work through and present their responses. The activity can be interpreted in various ways but invites mistakes and avoidance of mistakes

Read our blog on Strengths and Challenges to improve Negotiation Skills