Classroom
2 days1250,-
excl. VAT
- Pleasant venue with a good trainer
- Small groups
- Inspiring and motivating
At the negotiating table it is all about interests, timing and persuasiveness. In this course you work on your own style, sharpen your questioning techniques and get more out of every conversation. With a win-win result as the goal.
Description
In this Negotiation course you learn how to conduct a conversation with the other party in such a way that both sides can accept the outcome. You gain insight into the phases of a negotiation, learn how to prepare properly and practise questioning techniques, active listening and putting your arguments across convincingly.
You work on your own negotiating style and discover which approach suits you. Topics covered include strategic negotiating, the balance of power, recognising the other party's motives and needs, and dealing with dirty tricks. Using practical examples, you practise with situations you encounter in your own work, so that afterwards you sit at the table more confidently and more consciously.
Topics
- The phases of a negotiation
- Preparing your negotiation
- Looking for win-win situations
- Dilemmas and pitfalls at the negotiating table
- Strategic negotiating
- Different negotiating styles
- Balance of power and negotiating climate
- Active listening, asking questions and summarising
- Assessing the motives and needs of the person you are speaking to
- Dealing with dirty tricks
- Practising with negotiating situations from your own working practice
Result
After this course you will approach the negotiating table with more self-confidence. You will recognise the phases of a negotiation and prepare purposefully with clear goals and a clear bottom line. You will know which negotiating style suits you and be able to switch when the situation calls for it.
You use questioning techniques, active listening and summarising to get a clear picture of the other party's interests and motives. You put your arguments across convincingly, recognise dirty tricks and you know how to deal with it calmly and assertively. This way you work purposefully towards win-win situations in which your interests, or those of your organisation, are firmly represented.
Target audience
This course is a good fit for you if you negotiate regularly and feel there is more to be gained. It is also the right place for you if you want to take a more assertive stance at the negotiating table. Think of buyers, sellers, account managers, project leaders, consultants, entrepreneurs and anyone who makes agreements with clients, suppliers or partners on their own behalf or on behalf of an organisation.
Teaching method
The description above gives a good indication of what the course will look like. Even so, the content may differ slightly from course to course. At Learnit we think in terms of tailored solutions: your own working situation is always the starting point and the end point. In an individual intake prior to the course we identify the participants' learning objectives. On that basis we determine the final programme.
Learning by doing comes first, because nothing is as demotivating as a trainer who talks for the entire lesson. The course asks you to be actively involved and to take ownership. The result: you discover and develop new skills that you can apply straight away at the negotiating table.
Prior knowledge
No specific prior knowledge is required for this course. It is useful, however, if you occasionally find yourself in situations involving negotiation, so that you can apply what you have learned directly to recognisable examples from your own practice.
In-company
Would you like to organise this training for a whole group or several groups? This can be cost-effective. For example, we can tailor the content entirely to your organisation, and training a whole group is also cheaper.
Are you looking at large numbers of participants or a complete academy? That involves a great deal. Consider planning and communication, for example, or identifying and agreeing the objectives and content of the training. Or differences in level, feedback mechanisms and safeguarding. Fortunately, Learnit has extensive experience in this field (more than 25 years) and we are happy to help you through this process.
Language
The training is given in Dutch as standard. The trainer has a good command of English. English-language course material can be used. With a minimum enrolment of 3 participants, the training can also be given entirely in English.
