Negotiation training course, two-day in-company course.

Atherton Training Consultants Ltd

Negotiation Training - 2-day on-site course

NEGOTIATION TRAINING - 2-days

On-site courses for up to 12 people

Negotiation training courses for up to 12 people at your premises. In-company only.

Email direct to Tony Atherton or phone 07976-390960

 

Two-days of intensive negotiation training for up to 12 people covering the process and skills of professional negotiating and delivered on-site at your premises. Lots of learning, fun and practice.

COURSE AIM - Negotiation Training Courses

The aim of these two days of negotiation training is to deliver measurable benefits for your organisation by helping delegates to improve their ability to negotiate professionally on your behalf. It covers the process of negotiating, the skills involved and provides practice to develop those skills. For 6 to 12 delegates at your premises. The course should quickly pay for itself through improvements.


WHO IS IT FOR? - Negotiation Training Courses

This negotiation training is for those new to professional negotiating and for those who already have some experience of sales or purchasing, or both. Whilst it leans towards buying and selling it is also useful for other types of negotiation such as between management and union. It assumes no prior study of negotiation.


IS THERE A TRACK RECORD? - Negotiation Training Courses

There is, the course is now in its 18th year. Every course is presented by Tony Atherton. Tony presented his first negotiation training course on 23 February 1993 for a group of 12 delegates at NTL in Winchester. Since then he has run the course for many organisations mainly in the private sector including Scott-Wilson Kirkpatrick, Standard Life, Reed, NDS, Bunzl. DESQ, EDF Energy, the Thames Valley Police Federation, STC Defence, First GB Railfreight, Yara, Mouchel, Amey, Charter (SW) Ltd, Bath Council and others.

COURSE FEES - Negotiation Training Courses

Please email or phone for a quote. Email direct to Tony Atherton or phone 07976-390960. Please note that we do not use any sales pressure.

COURSE CONTENT - Negotiation Training Courses

  • Business negotiations: what they are and what they are not
  • The negotiation process: a structured approach to negotiating
  • Power in business negotiations: sources of power, uniqueness and deadlock
  • Preparation: how to prepare professionally for a negotiation
  • Objectives and priorities: yours and theirs
  • Negotiating alone or in a team
  • Strategy
  • A place for concessions
  • Dialogue: exchanging information, what to tell and when
  • Win-Win or Win-Lose negotiations
  • Making proposals, responding to proposals, handling counter-proposals
  • Negotiation tactics: the salami tactic and other tactics, and how to deal with them
  • Bargaining: how not to give it all away
  • Closing and agreement: getting the deal and preventing "deal creep"
  • Five extensive practice sessions: in a safe environment with feedback and analysis.

DELEGATES' COMMENTS - Negotiation Training Courses

  • This is the best course I have ever been on.
  • Hello Tony, Thank you. I have received very positive feedback from the team and I felt the negotiation training was very worthwhile.
  • I learned more on this than on other longer Neg Skills courses in the past.
  • We write in appreciation of your "Negotiation Training" held at Newmarket. Tony delivered a very professional course, comprehensively and carefully covering the detail in a way which was both easy to follow and enjoyable. All our staff benefited greatly from his considerable experience, finding the course stimulating and enjoyable.

OUTLINE PLAN OF A TYPICAL COURSE - Negotiation Training Courses

In just two days this negotiation training helps you to understand the process of negotiation, develop and practice your skills and add more value to your organisation.


INTRODUCTION TO NEGOTIATING. Talk and discussion

  • What negotiating is and is not.
  • Knowing your best alternative to this deal, BATNA.
  • Power. Sources of power, uniqueness. Deadlock - problem or opportunity?
  • Styles in negotiations: win-win, win-lose, etc.
  • The bargaining range.
  • Timing.
  • A structured approach. Kennedy et al: the eight step process.

THE PREPARATION STAGE. Talk and discussion

  • Defining and prioritising your objectives.
  • Identifying potential concessions.
  • Preparing to exchange information.
  • Identifying shared and conflicting interests and options.
  • Basic strategies and tactics.
  • Negotiating alone or in a team. Team roles. Value of team negotiations.
  • Applying this in your organisation.
  • Preparation for course negotiations 1 and 2

DISCUSSION AND PROPOSAL STAGES. Talk and discussion

  • The importance of dialogue.
  • Seeking, guarding and exchanging information. What to tell, and when, and what not to tell.
  • Exploring issues, testing assumptions and setting expectations.
  • Recognising, giving and rewarding 'signals' or hints.
  • Using adjournments.
  • Constructing good proposals. Making and receiving proposals.
  • Counter-proposals.
  • Applying in your organisation.

BARGAINING. Talk and discussion

  • The gentle art of bargaining.
  • Modifying a proposal to make it more acceptable.
  • Making conditional offers.
  • Making or receiving multiple claims.
  • Reacting to demands.
  • Applying in your organisation.

CLOSING THE DEAL

  • How to close a negotiation. Closing opportunities.
  • Countering 'Dirty Tricks' including 'deal creep'.
  • Applying in your organisation.

PRACTICE NEGOTIATIONS

  • Practice negotiations form a vital and major part of this training and take place at several points during the two days. Everyone will take part in two or more practice negotiations and be asked to critique others.

CLOSING DISCUSSION



TRAINING STYLE - Negotiation Training Courses

The training style uses a mixture of talks, discussions, individual work, group work and three practice sessions for everyone, with critique, in a mix that is as appropriate as possible to the delegates. The practice sessions are vital for embedding the skills and a little under half of the course time is devoted to practice (including analysis and feedback).

Course notes are provided for all delegates and can serve as reference books later. The normal maximum number of delegates is 12.


Tony Atherton has been presenting negotiation training courses since 1993. As a training consultant and published writer, Tony draws on a career in both the public and private sectors including employment in the Royal Navy, GEC-Marconi, the Independent Broadcasting Authority and the University of Hong Kong. For five years he was the Training Manager at NTL. Since 1997 he has been an independent trainer and writer. As a published writer he has four books and around 90 articles to his name.

He has trained thousands of delegates from blue-chip organisations and runs this two-day negotiation training course on site at clients' premises usually for up to 12 delegates.

He has also inspected government-funded training on behalf of the Training Standards Council and the Adult Learning Inspectorate.

Click here for the One-day Negotiation training introductory course

ARTICLES ON NEGOTIATION BY THE TRAINER

Call 07976-390960
E-mail Tony Atherton Trainer and writer

Home

Writing courses: Negotiation training courses: Time management courses:
Articles
The Trainer
Tips from Nuggets News
Home


'I gather that the feedback on your [negotiation skills] seminars was excellent and so, yes, I would like to fix some dates for next year.'

Clients

Client organisations for all subjects include:

CONTACT US:

E-mail direct to Tony Atherton

Phone 07976-390960

Covers: United Kingdom

Negotiation Training Courses, 2-day course: Last updated May 2010