The Yin and Yang of Negotiation

We believe that to deliver great Negotiation Skills Training, it is essential that those responsible for the training have to have been there, done it, got what they wanted, and left the other side smiling! The coaches for this course have had considerable experience negotiating in the following situations:

• Large corporate contracts involving companies like Guinness, Unilever, P&G and Pirelli
• Celebrity contracts with Madonna, world boxing champions, Olympic athletes and film stars
• The sale of companies
• Employment contracts
• Getting upgrades on flights!

Becoming a skilled negotiator requires a unique combination of communication skills; the ‘hard’ commercial processes that can be learned and practiced; what is said and how to say it. Then there are the soft skills: the body language, non-verbal communication, the subtle nuances that can help you read the person across the table and gain a real edge.

 The ‘Yin’ and ‘Yang’ of negotiation will teach both. The training includes how to blend hard and soft skills, creating winning negotiations to build long term & profitable relationships for all parties.

Film clips are also used to stimulate debate and to demonstrate the key stages of the negotiating process.

Over 60% of the day is spent coaching negotiation role-plays based on real scenarios (or cases written to recreate the situations your team faces).

Some of the areas covered in this Negotiation Skills Training course are:

• The key dynamics of negotiating
• Understanding your personal style
• Preparing yourself
• Finding the bargaining arena & understanding the importance of the relationship
• Understanding their needs
• When to walk away
• The importance of preparation & scenario planning
• Dealing with the right people
• Setting objectives: the ‘Power & Influence’ scorecard
• Great questions
• Casting and role for the team
• Signaling and proposing
• Re-framing, bargaining and closing

Participants and teams can be filmed as they run set piece negotiations and the results & methodology analyzed in a fun, yet competitive environment.

Joined Up Coaching
For individuals who want more one-on-one coaching on this topic or help instilling new practices into a team.
Read more about Joined Up Coaching.