Negotiation Skills Masterclass

2 Part Course | Learn and develop both confidence and self-belief in your inherent negotiation skills

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

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

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Download: Course Category Brochure | Course Outline

Part One: Introduction to Negotiation Skills Training

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?
Participants of the negotiation skills training course will further learn with an 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 assessed in this negotiation skills masterclass
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 with Negotiation Skills Training

The importance of setting an option matrix
Full evaluate the options
Being realistic about where you think it will end
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 Taken into Consideration

This negotiation skills course covers 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?

Negotiation Skills Training Course Conclusion

Summary
Debrief

At Redcliffe Training, our negotiation skills course is led by a seasoned industry expert with a proven track record. With a solid foundation in the financial sector, our trainer began his career at Lloyds Bank, quickly ascending to a senior management role in private banking and wealth management. His exceptional abilities garnered attention from a merchant bank, where he served as a main board director, overseeing the risk management function. This extensive experience allows him to impart invaluable insights and practical strategies in our negotiation skills workshops, ensuring participants acquire skills that can be effectively applied in real-world scenarios.

Throughout his career, this trainer has designed, created and delivered soft skills training for colleagues at all levels of seniority. With over 40 years of dedicated experience in the UK banking and financial services sectors, he is well-equipped to share a wealth of knowledge in our interactive and highly engaging negotiation skills training course.

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

Negotiation skills training demands a hands-on, highly adaptive facilitator who consistently receives excellent feedback. Redcliffe's course provides exactly that, featuring a skilled trainer who is adept at engaging with participants across all levels of seniority. His expertise spans a wide array 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 negotiation skills training courses, our expert trainer also teaches Presentation Skills and Business Development and Marketing Skills specifically for financial services professionals.

Redcliffe’s negotiation skills course covers the following:

Participants will learn the objectives and understand we all negotiate competently; the challenge faced is developing both self-confidence and self-belief.
Learn some ‘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 workshop focuses on honing, improving, and acquiring negotiation abilities through practice and observation. Participants will engage in hands-on exercises, learn new techniques, and observe more experienced colleagues to enhance their skills effectively.
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 negotiation skills masterclass; 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 training course helps participants 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 course is impactful.
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.
Sessions are designed to be non-hostile and non-threatening. The negotiation skills workshop incorporates group exercises where more than one delegate participates as part of a hypothetical negotiation and negotiating team. Nobody is forced to work alone, but there is the option to do so. All delegates report that this flexibility is a key differentiator.
Our negotiation skills course utilises 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. Success is reflected through positive recommendations and repeat business, highlighting the effectiveness of our strategy.

As a hugely important core skill, it’s fair to suggest our negotiation skills course is a ‘must-know’ for the majority. At Redcliffe Training we guide you through relevant processes and strategies. Whether negotiation is new to you or you’re an expert looking to further your knowledge, we’re confident that our masterclass on negotiation will be highly beneficial.

Our negotiation skills course is ideal for individuals looking to enhance, refresh, and deepen their knowledge. It provides a comprehensive approach to mastering negotiation techniques. It’s especially suited for professionals in finance and other industries where strong negotiation skills are essential. Participants will gain valuable techniques, skills and insights to improve their negotiation abilities, making this negotiation skills training course a must for anyone aiming for success in their field.

At Redcliffe, we recognise that communication and negotiation are skills we develop from a young age, making them inherent talents. Our highly interactive negotiation skills course starts with the understanding that participants have some foundational knowledge and are eager to build on it. With dedication to learning and refining these skills, anyone can become an effective negotiator.

Negotiation skills training at Redcliffe helps delegates master the art of negotiating the ‘win-win’ outcome. For example, you'll acquire the ‘win-win’ skills so often mentioned in selling textbooks. In addition, participants examine the best ways of dealing with all customer types whilst remaining mindful of fairness principles, seeking mutual benefits and ultimately longer-term relationships.

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(min. 50 participants)