The programme has been designed to develop competence and confidence.  The 5-step model of negotiation will be used as the basic structure for the programme.  The programme will also explore the broader aspects of influencing, power and assertiveness to provide a full understanding of the subject.  It will develop key skills in a practical and participative way using exercises, discussion and tutor input.  Throughout the programme participants will be encouraged to identify how they can apply the skills in their own work situations.

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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

Learning points and action planning
Identification of key learning points

Development of individual action plans


Course Duration: Two Days

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