Negotiation Skills Masterclass

2 Part Course | This course will develop your confidence and self-belief in negotiations.

Group of colleagues collaborating on a project and sharing their thoughts and ideas on it

A one-day Negotiation Skills Masterclass presented over two-half days in a virtual class from 9:30am to 1:00pm UK time

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Download: Course Outline

Part One: Introduction

What are your strengths and weaknesses when it comes to negotiation?
What do we mean by negotiation?
How does it differ from persuasion?
The Negotiation Process
“Soft” parts of the negotiation
The importance of behavioural elements
The importance of psychological elements
Setting realistic and achievable objectives in the negotiation
The minimum communication skills needed for effective negotiation
Assessing information in real-time
Establishing rapport and setting parameters
Is a Win-Win situation a realistic goal?
Negotiation skills workshop ice-breaker: Two to Four participants - A mega-famous but ageing footballer is looking for his last big contract with the club he has served throughout his career. He knows, as does the club, that personal problems and some lack of consistency are an issue, but the club still makes a fortune from shirt sales and other image rights. With either the player and his agent or the club officials authorised to negotiate, can an acceptable deal be reached?

The “Interests”

What does this mean?
What is the significance of interests?
Understanding the difference between positions and interests
Identifying and prioritising your interests
Identifying and understanding the clients/counterparties’ interests
Effective negotiation skills training covers the common mistakes when handling interests
When is hard bargain negotiating a good idea?
The critical elements of an effective negotiation
Exercise: Two to Four participants. “Closure” - a deal will not close and expire soon and you have been sent to see the clients by the CEO to establish why there are delays. Can you get the deal completed by the expiration date?

The “Options”

What do we mean by this term?
Planning and preparing for options
Having a clear idea of deal breakers
Generating and evaluating possible options
Identifying your ideal outcome
Identifying your minimum acceptable outcome
Common errors when generating options are thoroughly reviewed and addressed in this masterclass on negotiation
Exercise: Two to Four participants. “The Downsize”, as main board directors persuade two junior, but respected, department heads to lose some of their people as part of a cost-cutting exercise. Will you achieve your goal, or will your colleagues get their way instead?

Part Two: Understanding Outcomes

The importance of setting an option matrix
Full evaluate the options
Being realistic about where you think it will end is a key topic covered in this negotiation skills workshop
Is there a “win” or would a near-win compromise be better?
Setting clear objectives during the negotiation
Being prepared to lose when it makes commercial sense
When to say no and be prepared to walk away
Exercise: Two to Four participants – A client calls as a business owner, to share with you that they are reluctant to sign off on a deal you have brokered and for which approval will soon expire. The reasons may not be as straightforward as they seem. Can you put their minds at rest, or not?

Negotiation Skills Masterclass: The Process & Soft Skills

The value of soft skills cannot be underestimated; this negotiation skills course delves into soft skills
What are soft skills and why do they matter?
Making proposals and giving and receiving concessions
Breaking Deadlock by avoiding the T junction in the first place
Agreeing on a remedy
Understanding the negotiator’s role
Keeping it professional – never personal
The key stages of the process
Giving information to help the flow
Reading signals or having a member of your team for this role
Using the initial plan as a guideline – but not too rigidly
Avoid too many assumptions until they are tested
Expect the unexpected occasionally
Managing the meeting/discussion process
Probing to develop an understanding
Before our next exercise, this masterclass on negotiation investigates reaching an agreement – even if it’s only a baby step
Exercise: Two to Four participants. “Master of the Universe”, you are summoned to a meeting with the CEO and deputy. You are certain this is a long-overdue promotion. Be prepared to negotiate the best possible terms.

Challenging Psychological Elements to be Considered in Conjunction with Corporate Negotiation Training

How to deal with different types of people
Key personality traits – most of us are a mix
Behavioural approaches and body language
The professional aggressor
Deadlocks, Standstills & Concessions
Tricks, Traps & Tactics – but be careful, use these sparingly and avoid if they fail
When & Where to Negotiate – Electronic Media and telephone are not ideal
Exercise: Two to Four participants - “The Presentation”. You are asked to present a detailed synopsis of your product/service to clients. Will you be able to give them enough detail?

Course Conclusion

Summary
Debrief

Redcliffe's negotiation skills training is led by a distinguished industry expert. He has an exemplary track record, possessing a solid foundation in the financial sector where he began his career at Lloyds Bank. He rapidly advanced to a senior management position in private banking and wealth management.

His expertise attracted the attention of a prominent merchant bank, where he served as a main board director overseeing risk management. Drawing on this extensive experience, he provides invaluable insights and actionable strategies in our advanced workshops, equipping participants with the skills to effectively navigate real-world negotiations.

With more than 40 years of experience in the UK banking and financial services sectors, this resourceful trainer has developed and delivered soft skills training for professionals at all levels. His considerable expertise establishes him as an authority in the art of negotiation, particularly in corporate negotiation training.

Currently serving as an external Master Trainer for HSBC and the Bank of China, he has facilitated a wide range of advanced programs. At HSBC, he played a pivotal role in screening and assessing both prospective and existing trainers for their soft skills capabilities. At the Bank of China, he successfully designed and implemented a comprehensive presentation skills program.

An advanced negotiation skills masterclass like this demands a hands-on, highly adaptable facilitator with a proven track record of exceptional feedback. Redcliffe’s course delivers exactly that, led by a skilled educator who excels at engaging participants at all levels of seniority. His expertise spans a wide range of areas, including Soft Skills, Risk Management, Trade Finance, Regulatory Compliance, Financial Crime Compliance (FCC & AML), and all aspects of Corporate, Private, and Retail Banking.

In addition to delivering corporate negotiation training and various other high-level soft skills programs, our versatile trainer also teaches Business Development and Marketing Skills specifically for financial services professionals.

Redcliffe’s negotiation skills masterclass covers the following:

Why we can all negotiate competently; the challenge faced is developing both self-confidence and self-belief.
‘Tricks of the trade’ and how to avoid using a ‘caveman brain’ instead of a ‘logical brain’ by knowing where the ‘hot buttons’ are.
Understand what ‘negotiation’ means in business and/or commercial contexts and how existing skills can be either honed or improved.
The negotiation skills masterclass focuses on honing, improving, and acquiring negotiation abilities through practice and observation. You will engage in hands-on exercises, learn new techniques, and observe more experienced colleagues to enhance your skills.
Recognise that for important negotiations, there is no substitute for detailed planning and thorough preparation.
Understand some of the science and why it matters; ‘interests’ and their impact on the outcome, options, BATNA and WATNA in negotiation, giving and receiving concessions, win-win and other similar elements.
Courtesy of our in-depth corporate negotiation training; learn how to construct and deliver proposals with confidence.
Determine how best to deal with challenging negotiations and recognise that for some this is merely a high-stakes ‘game’.
Master the psychological elements of negotiation with proven methods.
Learn the power of an effectively communicated ‘No’ and when to stand your ground in general.
Learn when it’s time to walk away with dignity whilst maintaining cordial relations.
Finally, our robust negotiation skills course helps you understand and learn new techniques whilst accepting we can’t ‘win them all’. Learn how to deal with defeat gracefully whilst preserving relationships where possible.

At Radcliffe Training, our deep understanding of the nuances and requirements of various financial institutions allows us to assist individuals from all backgrounds effectively. We leverage years of experience to ensure our negotiation skills training positively impacts your professional career.
As a Soft Skills market leader, we have delivered many workshops both publicly and on a private client basis. Delegate feedback is always excellent.
All trainers at Redcliffe have reached very senior positions in their former careers and are acknowledged subject matter experts with real-world experience. We don’t use academics for hands-on training.
The sessions are structured to be non-hostile and non-threatening, promoting a supportive learning environment. Negotiation skills training features group exercises where you have the opportunity to collaborate as part of a hypothetical negotiation or negotiating team. While working independently is an option, it is not mandatory. Many delegates consider this flexibility to be a key differentiator of the course.
We utilise engaging case studies based on real-life scenarios, making it both challenging and enjoyable. Participants consistently highlight these case studies as a key highlight of the program.
The course’s approach is a masterclass on negotiation, demonstrated by impressive results from our previous delegates. Success is reflected through positive recommendations and repeat business, highlighting the effectiveness of our strategy.

As a crucial core skill, our negotiation skills training course is truly a "must-know" for most professionals. At Redcliffe Training, we guide you through key processes and strategies to help you succeed. Whether negotiation is new to you or you're an expert seeking to expand your knowledge, we’re confident that our masterclass will be highly beneficial.

Our comprehensive Negotiation Skills Masterclass is ideal for individuals looking to enhance, refresh, or deepen their expertise. With a well-rounded approach to mastering negotiation techniques, it is particularly suited for professionals in finance and other sectors where strong negotiation skills are essential. Participants will gain valuable techniques, skills, and insights, making this masterclass on negotiation an essential resource for anyone aiming to excel in their field.

Communication and negotiation are skills we begin developing from a young age, making them inherent talents. This highly interactive Negotiation Skills Masterclass starts with the recognition that participants already possess some foundational knowledge and are eager to build upon it. With a commitment to learning and refining these skills, anyone can become an effective negotiator.

Negotiation skills training at Redcliffe equips delegates with the expertise to master the art of negotiating a ‘win-win’ outcome. You’ll learn the core principles of achieving mutually beneficial agreements often highlighted in sales literature. In addition, participants will explore the most effective ways to engage with various customer types, all while upholding fairness principles, fostering mutual benefits, and ultimately building long-term relationships.

The trainer provided a very engaging course ensuring participation from all attendees, and the regular role-play of situations was very good. I definitely learnt a lot and really enjoyed the course.

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(min. 50 participants)