In-Company training for the Supply Chain Professional
Becoming a powerful negotiator
Course Objectives
A course built on the premise that it is people's personal skills that deliver results in a negotiation process. The aim of the course is to develop an awareness of our individual styles and their strengths and weaknesses and prepare a plan for maximising our effect and results.Course Contents
Day OneReview of the negotiating process
Planning for success
Managing for success
Dos and don'ts in managing the process
Personal Skills
How to build trust
How we influence people
Common vision, or carrot and stick?
How we each deal with conflict
Assert, aggress, accommodate and avoid models of behaviour
How we each contribute to a team
Belbin style team profiles reviewed
Cultures and negotiation
Stereotypes, dangers of
How different cultures view negotiation
Cultural dimensions in negotiation
Body language
Managing body language
Reading other peoples body language
Using persuasion to move people
Tactics and ploys
Permissive Tactics
Silence
Time
Onus Transfer
Conditioning
Behaviour labelling
Manipulative tactics and when to use them?
Salami
Building Block
Re-escalation
Bombed out
One last thing
Days Two & Three
A series of camera based role play exercises and tutor led discussion aimed at developing a personal development plan for all attendees
Who Should Attend
Teams that are looking to make a difference in the level of performance in negotiation. Those who recognise the impact of personal skill on negotiation results. Teams looking for insight and challenge in their negotiating learningDuration
A 3-day double manned course.
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