Effective Negotiation, Persuasion And Critical Thinking

Why Choose this Training Course

This highly popular IEMA training course considers the importance of planning strategically for any negotiation and developing relationships through the application of influence 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.

This training 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.

This IEMA training course will feature:

Applying critical thinking when planning a strategy for negotiation

Defining the stages within a negotiation process

Understanding the key issues in forming and maintaining alliances

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

What are the Goals?

By the end of this IEMA training 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

Who is this Training Course for?

This IEMA training course is suitable to a wide range of professionals but will greatly benefit:

Personnel from a wide range of business disciplines

Delegates wishing to develop negotiation skills in alliance building

Delegates who regularly work with external suppliers or customers

Departmental Heads requiring to form interdepartmental alliances to achieve results

How will this Training Course be Presented?

This IEMA training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes professional learning techniques combined with presentations, interactive practical exercises, group activities and case studies. This will help delegates to build a formal framework around their current knowledge and skills. Delegates will be encouraged to develop both their critical thinking and persuasion skills, applying these to the formation and maintenance of negotiated alliances to increase the value for money provided to their employer.

Daily Agenda

DAY ONE: Situational Negotiating Strategies

Developing mutually acceptable solutions through value claiming

Adapting strategies to situations when building alliances

Personality - strengths & weaknesses in negotiations

Opening communication channels to maintain relationships

Applying Interests and Positions for strategic advantage

DAY TWO: Applied Negotiation Skills

How to reach 'win-win' in 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 THREE: Persuasion & Influence Skills for Negotiators

Challenges of meetings – group and individual strategies

Positive persuasion in challenging situations

Applying rules of influential presentations to maximize impact

Maintaining compatible body language & using logic, credibility and passion

Dispute resolution and mediating for better outcomes

Mediation techniques - practical exercise

The 2hrs Examination costs N25,000 only

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