Negotiating Skills Training Courses
Course Content
What are the skills of negotiation? There are many naturally skilled negotiators, however few of them are able to define what makes them successful as negotiators; of those who can, fewer still are able to teach others to be as successful.
In Scotwork we have identified the relevant skills used in the negotiation process; analysed the process itself, and devised a method of teaching these skills: the Scotwork Negotiating Skills training course. The course covers the skills needed in the following situations:
- How to recognise NEGOTIATING OPPORTUNITIES and exploit them
- How to recognise when NEGOTIATING is the correct method of resolving conflict
- How to use and respond to the most common NEGOTIATING TACTICS
- How to use the skills of TEAM NEGOTIATING
- How to MANAGE the negotiating process by understanding the “8 STEPS”
- How to understand and practise the SKILLS associated with each step
- The five major issues to be considered in PREPARATION
- How to improve the quality of the ARGUE or DISCUSSION step
- How to pick up SIGNALS, interpret them and act on them
- How to make PROPOSALS, where to pitch proposals, how to respond to proposals
- How to REPACKAGE deals without it costing any more
- How to assess concessions, analyse differing priorities and go for WIN/WIN deals
- How to trade and BARGAIN, how to put a price on demands
- How to improve recognition of CLOSING opportunities and use them
- How to handle the AGREEMENT and implementation stages
- How to make and respond to COMPLAINTS
- How to make and respond to MULTIPLE-POINTED claims
- How to improve LISTENING skills
- How to use and defuse AGGRESSION and CONFRONTATION
- How and when to use ADJOURNMENTS
- How to handle DEADLOCK
- How to build “PARTNERSHIP RELATIONSHIPS” with clients or suppliers
Some languages do not have an exact translation of the word “skill” and they use translations of “technique, expertise or competence” instead. None of these words exactly matches “skill”.
Skill is how you apply a technique, skill is how you use your expertise; “competent” suggests merely adequate. You may understand the techniques of golf but not be any good at golf; you may have an umpire’s expertise about tennis, but still play poorly.
Practising the skills
Having a skill explained is not the same as developing the skill; for that to happen the individual has to apply the skills and have their performance critiqued by a coach or a tutor.
The tutor has to be able to see the flaw, understand the corrective action, explain the principle and relate it to the participant’s real work environment.
The skills of the Scotwork Tutors
The Scotwork tutors are practitioners first, and tutors second; they can relate the skills to their own personal experience and give practical advice on how they could be deployed in any given situation.
Long Term Improvement
The great advantage of skills training is that if you practise a skill you not only get better at it, but you gain in confidence and this encourages you to attempt to apply more of them. Our research shows 71% of our participants report that they feel more confident as a result of the workshop.
“Excellent. The high degree of role-playing and subsequent analysis made the instruction and the errors more real. The conduct of the instructors was open, friendly and invited challenges – this made it more accessible.”
Board Account Director - ABV
Scotwork (UK) - Call Now on +44 141 357 3989
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Negotiating Skills Training
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Scotwork UK
Tel +44 141 357 3989
"The Scotwork tutors are practitioners first, and tutors second; they can relate the skills to their own personal experience and give practical advice on how they could be deployed in any given situation."
