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Powerful Negotiations – ILM Endorsed

Leverage the Art of Emotional Intelligence for Success in Negotiations

Bestseller
ILM
Public Programme
 

Who Should Attend:

  • Professionals with negotiating responsibilities
  • Professionals looking to take their personal effectiveness to the next level

Course Objectives

  • Overview of types and phases of negotiations and skills for successful negotiation
  • Learn how Emotional Intelligence (EQ) can give you an edge in negotiations
  • Analyse your personal strengths and weaknesses in Emotional Intelligence
  • Explore ways to lay the groundwork for negotiation
  • Identify what information to share and what to keep to yourself
  • Understand the dos and don'ts of great negotiation techniques in business
  • Learn techniques for staying focused and managing your emotions
  • Develop strategies to find mutual gain, reach consensus and terms of agreement
  • Gain powerful non-verbal awareness to understand and use body language to recognise buying signals and overcome objections
  • Learn how to manage disagreements and negotiate in difficult situations.

What will you gain?

By the end of this course you will be able to:
  • Use information as your greatest weapon in negotiations
  • Exhibit self-confidence and a positive attitude in negotiations
  • Anticipate what to expect and prepare for your bargaining
  • Manage the negotiation process and break an impasse
  • Use non-verbal signals and body language to lead your bargaining partner to a win-win  outcome
  • Manage yourself and stay focused to achieve efficient negotiations
  • Master bargaining techniques and negotiate on behalf of someone else.

 

Course Content

  • Understanding Negotiation
    • Types of Negotiations
    • The Three Phases
    • Skills for Successful Negotiating
  • Getting Prepared
  • Laying the Groundwork
  • The Negotiation Game
  • Phase One — Exchanging information
  • Phase Two — Bargaining
  • About mutual gain
  • Phase Three — Closing
  • The role of Emotional Intelligence in negotiation
    • What is Emotional Intelligence?
    • The Pillars of Emotional Intelligence
    • Four Skills in Emotional Intelligence
  • The power of reading the meaning of facial expressions
  • Recognising body language to your advantage
  • Using non-verbal signs to guide and persuade
  • Techniques for over-coming rejection and getting past disagreements
  • Negotiating outside the boardroom
  • Negotiating on behalf of someone else
  • Role playing, negotiation exercises and activities.

Testimonials

  • “This was the best session I’ve ever attended! It was very informative with very good style and quality. I really enjoyed the interaction and the experience. Through this program I’ve learnt how to deal with the toughest of customers and how to control their stress.”
  • “The instructor was knowledgeable, talented and had a great style of delivery. He knows how to deliver the idea clearly, and used a lot of games and activities in the program. I was happy that the workshop had more practical sections than theory. It will help me in improving the process of dealing with others, and how to achieve the best results with the least amount of loss. Through this program I got the chance to discover myself and my strengths.”
  • “The information provided was new, and each time it was accompanied by an exercise which made it very interesting and understandable. I really enjoyed the activities especially the role play. It was challenging to be a part of a negotiation, especially when considering a point of view that is different to yours. The program has given me a better position in negotiating business and personal issues.”


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