Negotiating Skills

This 1 or 2 day highly interactive training course is jam packed full of practical techniques that can immediately improve the influencing and negotiating skills of your people.

One measure of the personal effectiveness of your staff is in their ability to influence others over whom they may have no positional authority, and to effectively negotiate the resolution of issues with them in co-operative ways - leading to enduring agreements.

Gaining the co-operation of others through effective influence and negotiation - whether it be with suppliers, customers, project stakeholders or colleagues - is increasingly regarded as an essential organisational capability.

This short training course will enable your key staff to become much more confident and astute in managing the "give and take" of the negotiating process.

The training course content can include for example...

• The mindset and skills underpinning effective and negotiation
• Evaluating your own current influencing and negotiating style
• Develop flexibility and identify sources of power in negotiation
• Presenting your proposals with greater impact and persuasion  
• Probing skills to separate interests from positions
• The use and misuse of threats in negotiation
• Sending and receiving negotiating signals
• Why negotiation deadlocks occur and how to deal with them
• How to avoid common negotiating pitfalls when trading concessions
• How to build a collaborative climate during the negotiation
• Manipulative negotiating tactics to watch out for

The course facilitator, Brian Carroll is a Melbourne based training consultant who has delivered Influencing and Negotiating Skills training for over twenty years, for organisations such as the Department of Defence, Department of Infrastructure, Yarra Valley Water, Daimler-Chrysler, Melbourne Airport and BP Australia.

Executive coaching is also available to help your organisation’s high performers gain more intensive and accelerated development of their influencing and negotiating skills.