This course can also be presented face to face in-house or via live in-house webinar.
Negotiation Skills Course Objectives:
This Negotiation Skills course is suitable for professionals working in both the finance and other industries where negotiation skills are essential.
- Understand what negotiation means
- Identify the key skills necessary for financial professionals
- Learn how to hone/improve/acquire those skills
- Appreciate the importance of planning and preparation
- Learn about “interests” and their impact on the outcome
- Consider the “options” within the negotiation process
- Enhance/improve soft skills
- Evaluate the different potential outcomes
- Appreciate the significance of Win-Win
- Be able to make proposals confidently
- Understand the importance of both giving & receiving concessions
- Learn how to deal with challenging negotiations
- Be able to master the psychological elements of negotiations
- Learn the power of an effectively communicated “No”
- Learn when it’s time to walk away
- Accept defeat gracefully, trying to preserve the relationship where possible
Negotiation Skills Course Content:
- What do we mean by negotiation?
- How does it differ from persuasion?
- The Process of Negotiation
- The “soft” parts of negotiation
- The importance of behavioural elements
- The importance of psychological elements
- Setting realistic and achievable objectives in negotiation
- The minimum communication skills needed for effective negotiation
- Assessing information in real time
- Establishing rapport and setting parameters
Exercise: Optional Ice-Breaker – Tell us all in one minute why we should buy your product/service instead of a competitor
- What does this mean?
- Why are Interests important?
- Understanding the difference between positions and interests
- Identifying and prioritising your interests
- Identifying and understanding the clients/counterparties interests
- Common mistakes when handling interests
- When is hard negotiation a good idea?
- The critical elements of an effective negotiation
Exercise: Four participants. “Closure” – a deal will not close and expires 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 expiry day?
- 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
Exercise: Four participants. “The Downsize”, as a main board director, try to persuade two junior 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!
Understanding Negotiation Outcomes
- 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: Four participants – A client calls as a business owner, to share with you why you are reluctant to sign off a deal you have brokered for a major deal. The reasons may not be as straightforward as they seem. Can they put your minds at rest, or not!
The Negotiating Process – 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 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 template – but not too slavishly.
- Avoid too many assumptions until they are tested
- Expect the unexpected occasionally
- Managing the meeting/discussion process
- Probing in order to develop understanding
- Reaching agreement – even if its only a baby step
Exercise: 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.
Challenges – psychological elements
- 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: 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!
Background of the Trainer:
Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/Director role. He is a former Institute of Banking Lecturer, having gained distinctions in the exams. He is a subject matter expert on all aspects of retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited Master Trainer at the world’s biggest global bank.
Negotiation Skills Course Summary:
We are all negotiators – we do this successfully in our daily lives all the time. Some of us are better than others, but to reach this stage most of us find it necessary to practice, prepare, hone up our skills and learn through experience. 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 one day interactive workshop will help delegates to become masters at the art of negotiating the “win-win” outcome so often mentioned in selling textbooks. It examines the best ways of dealing with customers of all types whilst 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 – usually only once. Negotiated sales generate repeat business and ultimately longer term relationships.
The Negotiation Skills Course is highly interactive and will contain numerous case studies and examples.