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 will further learn negotiation skills 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
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 and this negotiation skills course delves deep:

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
Prior to our next exercise, this masterclass on negotiation investigates reaching 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.

This Negotiation Skills course covers the challenging psychological elements to be taken into consideration:

Dealing with different types of people
Key personality traits – most of us are a mix
Behavioural approaches & 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?

This negotiation skills training course concludes with:

Summary
Debrief

At Redcliffe Training our negotiation skills course is delivered by an experienced and highly successful industry specialist. Surging early, this trainer has a dedicated background with Lloyds Bank. Holding a senior management position within the private banking & wealth management division at an early age, he was later headhunted to join a merchant bank at the main board director level. From there, he was responsible for heading the risk management function.

Across his career, this trainer has designed, created and delivered soft skills training to colleagues at all seniority levels. With over 40 years of experience dedicated to the UK banking and financial services sectors, this trainer is ready and waiting to impart a wealth of knowledge throughout this interactive and hugely effective negotiation skills training course.

Currently an external Master Trainer at both HSBC and Bank of China, this trainer has delivered soft skills programmes across a wide range of topics. At HSBC, he helped screen and assess both prospective and existing trainers for soft skills capabilities ahead of programme delivery. At the Bank of China, he designed and successfully delivered a comprehensive presentation skills programme. Alongside this course, our expert has designed, developed and delivered soft skills training to small firms and partnerships, right the way through to global giants. As an accomplished global trainer, he has delivered extensive programmes in the UK, USA, South America, Europe, Africa, Asia and the Middle East.

Negotiation skills training requires a 'hands-on', highly adaptive & sought-after facilitator who consistently receives high-quality feedback. Redcliffe's course provides exactly this, through a highly competent individual, comfortable training all seniority levels. This trainer's expertise includes (but is not limited to) Soft Skills, Risk Management, Trade Finance, Regulatory Compliance, FCC & AML and all aspects of Corporate, Private & Retail Banking.

Our trainer also teaches Presentation Skills courses alongside Business Development and Marketing Skills 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.
Hone, improve, acquire and learn negotiation skills through practice, new techniques and by watching more experienced colleagues in action.
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.
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 negotiation skills masterclass 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 Redcliffe, we have delivered effective negotiation skills training over many years. This experience means we are fully aware of different financial institutions' nuances and requirements. Whatever your background, we can help
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. They incorporate 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 uses case studies based on real-life examples and is designed to be challenging as well as good fun. All delegates report these are a high-point.
Redcliffe has been in business for over 20 years and is an established market leader.
Judged by results which speak for themselves, we thrive on recommendations and repeat business.

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 we will help.

Suited to individuals wishing to enhance, refresh and further their knowledge, our negotiation skills course is a definite for professionals working in finance and all industries where excellent negotiation is required.

We learn how to both communicate and negotiate as children making both of these facets inherent talents. At Redcliffe Training our highly interactive negotiation skills course begins with the assumption that delegates have a certain degree of knowledge already and are looking to expand this further. The only difference between a hardened negotiator and everyone else is merely a combination of practice and learned or acquired techniques.

Is there such a thing as a 'natural negotiator'? Probably not; even the best negotiators spend time refining their skills and planning important meetings carefully beforehand. There is no doubt, that the more prepared you are ahead of a meeting, the better the outcome and the quicker your skills will improve.

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)