Negotiation is critical in commercial relationships; it is the process that concludes a major sale and determines its ultimate profitability for the seller; but it is also the process by which, through renegotiation, commercial partnerships either evolve to mutually profitable maturity or break down in acrimony
Huthwaite approach to negotiation focused on three issues: strategy, tactics and face-to-face skills –starting from big concepts and moving to ever-finer points of detail.
The result of this research, the largest ever study of negotiation skills, is a sophisticated Success Model that replicates the attitudes, processes and behavior of the exceptional negotiator.
• Strategic objectives – much greater emphasis on the long-term; consideration of implications, and a ‘their shoes’ approach to anticipating the other side’s position.
• Power – a systematic approach to analyzing and managing the power balance, with emphasis on tough no-go decisions.
• Preparation and planning – exploration of a much wider range of possible trades and linkages and, importantly, how they are to be negotiated.
• Face-to-face skills – a surprisingly consultative style based on understanding needs, maintaining clarity and building trust, while dealing firmly with aggressive or unreasonable behavior by the other side.
If you’re tired of so-called negotiating training, which is based on either unrealistic win-win visions or a series of win-lose dirty tricks, Huthwaite research model is the answer you’ve been looking for. In the centre page spread is an overview of Huthwaite Negotiation Program, which can give you the skills to become a truly effective real-world negotiator. This is followed by examples of some of the research findings about face-to-face skills, identified by Behavior Analysis of skilled negotiators’ performance. Huthwaite negotiation program does not only expose participants to the behaviors of skilled negotiators, it also uses Behavior Analysts who measure the behaviors of each individual during the negotiation process. The outcome is a comprehensive analysis of each behavior, weighted versus a database, measuring each individual on a scale from below to well above average.
By the end of the program each participant will:
• be able to explain the important differences between selling and negotiating
• have a framework for analyzing the context of the negotiation and preparing an optimal negotiating position
• be able to plan a variety of tactics to manage the movement of the negotiation to a desired outcome
• be able to describe and use the key behaviors, or Skill Model, used by effective negotiators
• have strategies for maintaining a positive climate, dealing with ‘dirty tricks’ and overcoming stagnation or deadlock
• have preparation, planning and use of the Skill Model in several simulated negotiations
• have received constructive and objective feedback on their performance compared with the Skill Model and created an Action Plan for continued development of the skills after the program
Sales executives, sales managers, technical, financial or legal specialists involved in the planning or execution of major contracts or agreements in which the terms of business are variable. Note: The research showed that in negotiation (as opposed to selling), effective performers on both sides used the same planning methods and skills, so this program is also entirely appropriate for professional buyers.
• The difference between negotiating and selling -when you should sell and when to negotiate.
• Negotiation outcomes - win-lose; lose win, and a pragmatic, workable definition of win-win.
• Preparing for the negotiation
• Setting objectives: yours and theirs.
• Evaluating fallback positions and implications.
• The hierarchy of tradable issues and possible trade-offs.
• Best, target and worst trading limits.
• Calculating the cost of concessions, hard and soft.
• Anticipating ‘their’ position and tactics.
• Planning the negotiation
- Evaluating strengths, weaknesses and the power balance.
- Creative and leveraged trades.
- Diminishing return’ concession strategy.
- Common ground, long-term versus short-term issues.
• Negotiating skills
- The researched Success Model of twenty-one key behaviors.
- Skill subsets for persuasion, managing the power balance and bargaining.
- How to maintain the climate, resolve deadlock and conclude the right deal.
- Handling Low Reactors and ‘dirty tricks’ by the other party.
Overview – Negotiation skills
The training design is based on the principle that trainees learn best by doing and reviewing. Preparation and planning processes and the negotiating skill sets are introduced incrementally, interspersed with three simulated negotiations, each followed by a detailed review and feedback session. The negotiations take place in small groups, usually two-on-two, and each is observed by a coach who makes a live Behavior Analysis of the skills used by each participant. During the review sessions trainees are encouraged to analyze strengths and weaknesses of their preparation and planning processes, and then receive detailed feedback on their own behavior profile compared to the Success Model.
This repetitive cycle of input-practice feedback helps trainees to match their behavior ever closer to the Success Model as the course progresses and equips them with an awareness of their own behavior so that skill improvement can continue post course
Normally three days. Other timing designs are possible to meet individual client requirements.
Location Egypt & UAE
Participants 4 – 12
Affiliate website: http://www.huthwaite.co.uk/research/negotiation-skills.asp