Description
Course Objectives
By the end of the course, delegates will have:
- An Understanding Contract Law and Contract Management
- Learnt how to develop client relationships for mutual benefit
- Understood how to lead client thinking – move from relationship manager to trusted advisor
- Understood how people and personalities interfere with effective relationship and contract management / negotiations
- Reviewed and understood the process and skills of negotiation
- Identified, developed and enhanced their skills in preparing for negotiation
- Acquired and practiced new skills by employing a variety of appropriate negotiation strategies and tactics
- The skills to negotiate effectively with clients
Course Content
Contract Law
Essentials of a contract
Terms of the contract
Matters affecting the validity of contracts
Breach of Contract
Contract Management
What is negotiation?
Syndicate exercise to define negotiation
Input on the conventions of negotiation
Introduction to the 5-step model of negotiation
Skills used by the effective negotiator
Negotiation step 1: Planning, preparation
Input and discussion on:
- Identifying the issues
- Setting and prioritising objectives
- Preparing a case
- Identifying tradables
- Assessing power balance
Group exercise on preparation (Ocean Princess or similar)
Building rapport
Input and demonstration on communication skills including using and reading body language, recognising and responding to visual, auditory and kinaesthetic clues, microgestures
Communication exercises as appropriate
Negotiation step 2: The opening phase
Brief input on ways to open the discussion
Input on giving and receiving signals
Negotiation exercise (controlled pace) (Ocean Princess –see earlier)
Negotiation step 3: Proposing and arguing the case
Review of alternatives to negotiation
Input and discussion on styles of influencing
Assessing own preferred style
Negotiation step 4: Getting movement, bargaining and trading
Input and discussion on how to facilitate movement
Team negotiation exercise (Eastland/Westland or similar)
Preparation for exercise
Review and learning points
Tactics and techniques to use and counter
Short input on common tactics used in negotiation and how to respond to them
Negotiation step 5: Closing and contracting
Signalling for closure
Factors to consider in the final ‘contract’
Consolidation exercise (Yacht purchase or similar)
Individual negotiations to apply the full range of skills and techniques
Individual preparation
Negotiations
Review
Learning points and action planning
Identification of key learning points
Development of individual action plans
Course Duration: Two Days