Negotiation Skills Masterclass

• To learn about objectives of negotiation skills and to understand that we can all negotiate competently; the challenge we all face is to develop both self-confidence and self-belief.
• To learn some “tricks of the trade” and 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 context and how existing skills needed for negotiation can be either honed or improved
• Learn how to hone/improve/acquire better negotiation skills development through practice and technique and by watching more experienced colleagues in action in the workplace
• Recognise that for important negotiations, there is no substitute for detailed planning and thorough preparation
• Understand some of the science and why it matters such as “interests” and their impact on the outcome, options, BATNA and WATNA in negotiation, giving and receiving concessions, win-win and other similar elements
• Learn how to construct and deliver proposals confidently
• Learn how best to deal with challenging negotiations and to recognise that for some this is merely a high-stakes “game”
• Understand and through understanding learn how to master the psychological elements of negotiations with negotiation methods
• Learn the power of an effectively communicated “No” and when to stand your ground generally
• Learn when it’s time to walk away but with dignity and keep relations cordial
• Accepting that you can’t “win them all” by dealing with “defeat” gracefully and trying to preserve the relationship where possible.

The trainer had a highly successful, long and varied “fast track” career in Lloyds Bank, which led him to a very senior management position in the bank’s private banking and wealth management division at an early age. He was then “head hunted” to join a merchant bank at the main board director level to head the risk management function. The trainer now has over 40 years of experience in the UK banking and financial services sectors. He volunteered in both of his career roles to design, create and deliver soft skills training to colleagues at all levels of seniority, mainly because he enjoyed it and received consistently good feedback from delegates.

The trainer has been a freelance soft skills training consultant since retiring and is currently an external Master Trainer at both HSBC, and Bank of China, where he has delivered soft skills training on a wide range of topics. At HSBC, he helped screen and assess both prospective and existing trainers for soft skills capabilities and has delivered the training programmes. At Bank of China, he has designed and successfully delivered a comprehensive presentation skills programme. He has created and delivered soft skills training to a vast range of clients, from global giants to small firms and partnerships. He is an accomplished global trainer and has delivered extensive programmes in the UK, USA, South America, Europe, Africa, Asia and the Middle East.

He is a highly adaptive, hands-on and highly sought-after facilitator who always receives excellent feedback from delegates. He is comfortable training at any level of seniority and experience, from “black belts” to novices. In addition to his soft skills specialization, his expertise includes but is not limited to Risk Management, Trade Finance, Regulatory Compliance, FCC & AML and all aspects of Corporate, Private & Retail Banking.

This trainer also teaches Presentation Skills Course for Finance & Other Professionals and Business Development & Marketing Skills For Financial Services Professionals.

Every one of us is born with both communication and good negotiation skills, or we would never make it into adulthood. These are both inherent talents. This highly interactive negotiation skills course starts from the assumption that delegates can already negotiate to some degree but want to move on to the next stage and beyond.  The good news is that the only difference between a black belt negotiator and everyone else is merely a combination of plenty of practice and learned/acquired techniques.

There is probably no such thing as a natural negotiator, even the best negotiators do so by refining their skills and planning important meetings very carefully beforehand. There is no doubt that the more prepared you are for a meeting or negotiation, the better the outcome and the quicker your skills will improve. It is as simple as that.

This “How to Improve Negotiation Skills” Course will help delegates become masters at the art of negotiating the “win-win” outcome i.e. acquiring win-win negotiation skills so often mentioned in selling textbooks. It examines the best ways of dealing with customers of all types while remaining mindful that the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Hard selling works, sometimes  but usually only once. Negotiated sales generate repeat business and ultimately, longer-term relationships.