/  The Professional Negotiator Training

The Professional Negotiator Training

BMC Training provides a training course in The Professional Negotiator in Management and Leadership

Course Title
Venue
Start Date
End Date
  • Kuala Lumpur
    27 - 9 - 2020
    1 - 10 - 2020
  • Rome
    27 - 9 - 2020
    1 - 10 - 2020
  • Barcelona
    27 - 9 - 2020
    1 - 10 - 2020
  • Zurich
    27 - 9 - 2020
    1 - 10 - 2020
  • Kuala Lumpur
    18 - 10 - 2020
    22 - 10 - 2020
  • Rome
    18 - 10 - 2020
    22 - 10 - 2020
  • Barcelona
    18 - 10 - 2020
    22 - 10 - 2020
  • Zurich
    18 - 10 - 2020
    22 - 10 - 2020
  • London
    25 - 10 - 2020
    29 - 10 - 2020
  • Madrid
    25 - 10 - 2020
    29 - 10 - 2020
  • Munich
    25 - 10 - 2020
    29 - 10 - 2020
  • Berlin
    25 - 10 - 2020
    29 - 10 - 2020
  • New York
    25 - 10 - 2020
    29 - 10 - 2020
  • Istanbul
    4 - 10 - 2020
    8 - 10 - 2020
  • Bali
    4 - 10 - 2020
    8 - 10 - 2020
  • Singapore
    4 - 10 - 2020
    8 - 10 - 2020
  • Washington
    4 - 10 - 2020
    8 - 10 - 2020
  • Dubai
    11 - 10 - 2020
    15 - 10 - 2020
  • Paris
    11 - 10 - 2020
    15 - 10 - 2020
  • Hong Kong
    11 - 10 - 2020
    15 - 10 - 2020
  • Kuala Lumpur
    15 - 11 - 2020
    19 - 11 - 2020
  • Rome
    15 - 11 - 2020
    19 - 11 - 2020
  • Barcelona
    15 - 11 - 2020
    19 - 11 - 2020
  • Zurich
    15 - 11 - 2020
    19 - 11 - 2020
  • Kuala Lumpur
    22 - 11 - 2020
    26 - 11 - 2020
  • Rome
    22 - 11 - 2020
    26 - 11 - 2020
  • Barcelona
    22 - 11 - 2020
    26 - 11 - 2020
  • Zurich
    22 - 11 - 2020
    26 - 11 - 2020
  • London
    1 - 11 - 2020
    5 - 11 - 2020
  • Madrid
    1 - 11 - 2020
    5 - 11 - 2020
  • Munich
    1 - 11 - 2020
    5 - 11 - 2020
  • Berlin
    1 - 11 - 2020
    5 - 11 - 2020
  • New York
    1 - 11 - 2020
    5 - 11 - 2020
  • Dubai
    8 - 11 - 2020
    12 - 11 - 2020
  • Paris
    8 - 11 - 2020
    12 - 11 - 2020
  • Hong Kong
    8 - 11 - 2020
    12 - 11 - 2020
  • London
    22 - 11 - 2020
    26 - 11 - 2020
  • Madrid
    22 - 11 - 2020
    26 - 11 - 2020
  • Munich
    22 - 11 - 2020
    26 - 11 - 2020
  • Berlin
    22 - 11 - 2020
    26 - 11 - 2020
  • New York
    22 - 11 - 2020
    26 - 11 - 2020
  • Kuala Lumpur
    20 - 12 - 2020
    24 - 12 - 2020
  • Rome
    20 - 12 - 2020
    24 - 12 - 2020
  • Barcelona
    20 - 12 - 2020
    24 - 12 - 2020
  • Zurich
    20 - 12 - 2020
    24 - 12 - 2020
  • London
    27 - 12 - 2020
    31 - 12 - 2020
  • Madrid
    27 - 12 - 2020
    31 - 12 - 2020
  • Munich
    27 - 12 - 2020
    31 - 12 - 2020
  • Berlin
    27 - 12 - 2020
    31 - 12 - 2020
  • New York
    27 - 12 - 2020
    31 - 12 - 2020
  • Istanbul
    13 - 12 - 2020
    17 - 12 - 2020
  • Bali
    13 - 12 - 2020
    17 - 12 - 2020
  • Singapore
    13 - 12 - 2020
    17 - 12 - 2020
  • Washington
    13 - 12 - 2020
    17 - 12 - 2020
  • Dubai
    6 - 12 - 2020
    10 - 12 - 2020
  • Paris
    6 - 12 - 2020
    10 - 12 - 2020
  • Hong Kong
    6 - 12 - 2020
    10 - 12 - 2020

Introduction

This course considers the importance of building alliances and relationships through the application of negotiation and persuasion. Delegates will work on critical thinking processes to enable them to make better planning decisions in order to achieve success when negotiating alliances.

The course will equip delegates with an essential framework for effective negotiation starting with the planning process and understanding why it is essential to consider the critical points in building and maintaining relationships. Delegates will have the opportunity to exercise and improve their influencing and persuasion skills, and build higher-level communication ability in order to deliver results and maintain alliances for the mutual benefit of the parties involved.

The course will feature:

  • Understanding the key issues in forming and maintaining alliances
  • Applying critical thinking when planning to negotiate
  • Defining the stages within a negotiation process
  • Discussing how to defend yourself from aggressive tactics and ploys in negotiation
  • Developing higher level communication skills for influencing others
  • Applying more influence when negotiating through practical exercises

objectives

By the end of this course, participants will be able to:

  • Describe a framework for the analysis of business alliances
  • Understand how to apply influencing skills during the negotiation phase
  • Recognise and manage difficult negotiators who use aggressive tactics during negotiation
  • Understand the key principles of persuasion and its importance to negotiation
  • Apply critical thinking when planning to develop business alliances

Contents

Day One

Developing Alliances

  • Characteristics of a strategic alliance – effects of market dominance
  • Culture and perception – and effects in building alliances
  • Achieving results in the life cycle of the alliance, through building trust
  • Personality - strengths & weaknesses in negotiations
  • Minimising communication blockers to maintain relationships
  • Development review and action planning

Day Two

Influence & persuasion skills in managing the alliance

  • Challenges of meetings – group and individual strategies
  • Positive influence of listening in challenging situations - good and bad news!
  • Applying rules of influential presentations to maximize impact
  • Maintaining compatible body language & using logic, credibility and passion
  • Feedback and action planning

Day Three

Strategy in negotiation skills for partners and allies

  • Steps in win-win negotiation
  • The keys to collaborative bargaining in partnering
  • Leverage: What it is and how to use it?
  • Negotiation tactics and ploys
  • Dealing with difficult negotiators and barriers
  • Ethics in negotiation

Day Four

 Higher level negotiation skills for challenging situations

  • Listening and responding to signals and informal information
  • Recovering from reversals, errors and challenges
  • Developing a climate of trust
  • Higher level conversation techniques
  • Concentrating action on the needs of alliance partners

Day Five

Maintaining alliances: critical thinking for decision making

  • Gaining control and using information – formal and informal
  • Identifying sources and testing assumptions
  • Framing the problem
  • Decision making under pressure
  • Reviewing strategic alliances and building personal action

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