Collaborative Negotiation Skills
Negotiation can easily slip into a ‘them and us’ situation, with each side fighting to gain value at the expense of the other. Winning for one side and damaging the relationship can result in further hidden losses down the line. Collaborative negotiation takes a relational approach to negotiation, creating value for both sides whilst maintaining and strengthening the relationship. Relational negotiation helps overcome resistance and dissolve the hidden psychological blocks that can derail good deals. A relational approach increases the range of options available and surfaces new currencies and negotiables, enhancing the deal and strengthening the relationship.
Collaborative negotiation helps manage the subtle emotional and psychological dynamics that can derail negotiations. Often ego, defensiveness and mistrust can turn vital negotiations into protracted battles. In most negotiations there are only so many variables and there is a careful dance that is familiar to most. When the dance goes wrong and compromise isn’t good enough, this approach brings insight and greater satisfaction. Collaborative negotiation allows you to increase the value of individual negotiations and bring long-term gain to more complex scenarios.
Why go on this course?
Win-win has become management jargon, seen as a quick fix or thrown around as an easy label. Achieving an effective collaboration takes time and effort. This course brings about a shift in thinking which speeds up the process of value creation and relationship strengthening.
Relevant for anyone who feels stuck in negotiations, frustrated with the value they are getting or mired in compromise. The approach provides a strong platform and solid foundation to operate from, allowing you to maintain a balanced approach in heated or protracted negotiations.
Who is it for?
For contracts and procurement staff, sales staff, commercial directors, partnership managers, customer service contacts, complaints staff, business owners, entrepreneurs and any senior manager.
A highly interactive course focused on realistic and practical scenarios with live demonstrations, analysis and deconstruction of both successful and failed negotiations, and case study analysis. Aims of the session –
- Understand the psychological theory of a relational approach to negotiation.
- Identify common negotiation tactics and strategies and how to defuse them
- Understand the drivers behind the other side’s stance
- Understand the psychology of escalation, deadlock and resolution
- Changing impasses into turning points
- Increase the range of negotiable currencies
- Unlock your own internal blocks to value and your own contributions to escalation
- Increase you own value whilst improving your counterpart’s satisfaction
- Taking the negotiation range in different directions
- Moving beyond bargaining and trading
- Increase your ability to identify and quantify value
- Confidence and flow when dealing with difficult or aggressive negotiators
- Acquire flexibility in negotiating style.
The course provides practical templates, frameworks and plans to structure your negotiations, map out value and lay foundations for strong, sustainable relationships.
Terms & Conditions
Must be made in full no later than 14 working days prior to the course start date. Grant or funded delegates may pay retrospectively.
The following charges will apply if you wish to transfer your booking to a later course date:
21+ working days before a course = 0% of the course fee
6-20 working days before a course = 15% of the course fee
1-5 working days before a course = 30% of the course fee
To transfer a delegate please call us on 0800 028 3866.
You can transfer a place on a course to a substitute delegate free of charge.
The following charges will apply if you wish to cancel a course:
6-20 working days before a course = 33%
1-5 working days before a course = 50%
Cancellations must be received in writing via email to firstname.lastname@example.org and must contain the full booking details including organisation name, booking and delegate contact details.
For full terms and conditions please see Terms and conditions page.