In-Company Short Training Courses in Procurement, Purchasing & Supply.

Course Title: Advanced Negotiation Techniques.

The course is designed to:

Give students an insight into current leading edge thinking regarding commercial negotiations within today’s international context; drawing on negotiation theory, developments in Neuro Linguistic Programming, recent research regarding body language and negotiation with other cultures. It combines this theoretical approach with practical insight into the style of the learner delivered by use of light touch psychometric testing and role play exercises to deliver an individual outline personal development plan for this key professional skill.

Course aims:

To give the student a clear overview of current thinking regarding negotiating technique; combining current new thinking in all aspects of negotiation practice, making full use of a practical applied learning approach to include the use of testing and role play. The course enables the student to develop both a theoretical academic and a practical understanding of the strengths and weaknesses of differing negotiating styles. Uniquely their own personal negotiating style, within the ‘safe’ confines of the course, will be explored. We aim to prepare students for the challenges of the higher more complex negotiations associated with a more senior commercial roles in business.

Learning outcomes – At the end of the course students will be expected to be able to:

  • Analyse and critically evaluate current theories regarding the practice of negotiation in a commercial environment.
  • Design differing negotiating strategies and compare and contrast their strengths and weaknesses and make appropriate selections of strategy based on these evaluations.
  • Understand and seek to better their own personal negotiation styles and attributes with regard to the theoretical models used in the module.
  • Illustrate the impact of culture on commercial negotiations and be able to critically evaluate the impact of culture on negotiation outcomes.
  • Identify, analyse and assess the differing uses and impacts of body language in negotiation.
  • Define and describe how an appreciation of Neuro Linguistic Programming helps the negotiator negotiate.   

Indicative Content:

 The fundamentals of negotiation theory:

  • The process of joint collaborative decision-making as a form of conflict resolution.
  • Decision analysis theory.
  • Game theory.
  • Behavioural theory.
  • Process theory.
  • A skilled use of power in a relationship.

A review of the process approach to structuring negotiations:

  • Planning for success.
  • Managing the negotiation.
  • Pre-conditioning.
  • Openings and how to add value.
  • Information seeking and clarification.
  • Proposals.
  • Bargains.
  • Agreement.

Personal Skills of the negotiator:

The session will include a series of practical tutor- facilitated and observed case studies, some light touch psychometric tests that allows the student to self diagnose their style, strengths and weaknesses. (Care is taken in the classroom setting to ensure that this analysis remains strictly personal to the student).

  • How to build trust.
  • How we influence others.
  • Conflict and negotiations.
  • Negotiating in teams.

Key Behaviours of successful negotiators:

  • Behaviourist theories of the negotiator.
  • Strengths and weaknesses of the theoretical framework.
  • The Huthwaite perspective.
  • Fisher and Ury.
  • Neuro Linguistic Programming perspectives of the good negotiator.
  • Behaviours of the skilled negotiator.
  • Behaviours to avoid.

Body Language and Negotiations:

  • How people communicate.
  • The communication process.
  • How we get across ‘meaning’.
  • Psychological theories of communication.
  • The importance of body language.
  • Body language and culture.
  • How different cultures communicate.
  • Common body language behaviours in Northern European culture.
  • Reading other people’s body language.
  • Managing body language.

International Negotiations:

  • How differing cultures perceive commercial negotiations.
  • Hofstede’s cultural model.
  • Using Hofstede to evaluate attitudes to negotiation.
  • The danger of cultural stereotyping in negotiation planning.

An optional role-play exercise:

The client may wish to supplement the academic learning of the course with an optional day built around a negotiation scenario designed for them and involving students taking the part of a commercial entity and negotiating with skilled actors trained to support the development of higher level negotiation skills.

Further reading:

The course will identify and cover in full detailed learning outcomes required for assessment purposes. However, if you wish to read further in order to supplement your learning and cement your understanding of the course, content, aims, and purposes, we recommend the following book(s):

Emotional Intelligence and negotiation – Andréa Reynolds