Everything in life is a negotiation.
Just about every person in an organization finds themselves in a negotiation situation at some time or another, whether it be:

This program is highly engaging and will equip your leaders with vital skills to help in those processes. The course material is based on sound psychological approaches to negotiation, which include an understanding of personality, motivation and intelligence. The more practical and scientifically proven approaches of NLP (Neuro Linguistic Psychology) and the deep rapport skills that cultivate trust are also covered to create a more meaningful bargaining process in professional negotiation.

By the end of the course you will be able to:

• Be prepared mentally and strategically for effective negotiation
• Evaluate the essential psychological aspects of a range of approaches to negotiate better via understanding internal/external clients’ deeper needs
• Apply the principles of a number of well-researched influence models in NLP
• Develop and apply practical methods for effective win/win outcomes within your own organization.
• Secure faster deals through powerful non-verbal techniques of NLP
• Utilize NLP reframes to turn impending objections into a winning outcome
• Discover your powers and create a more meaningful bargaining process
• Apply the proven tactics of professional negotiators for effective Win-Win closure
• Persuade and close with a difference – where they can’t resist

Leaders and managers in middle management, purchasing and sales roles who want to increase their understanding of the psychological aspects of getting the best out of other people within their organization and as well as working out the best win-win deals with suppliers, contractors or customers. It is also suitable for HR professionals in selection and development posts.

Advance level course - for those wishing to develop existing skills/knowledge to a more advanced level in negotiation.

DAY 1: ART & SCIENCE OF INFLUENCING

Module 1: The nature of influence
The basic mechanisms
The psychology of overt and covert influence

Module 2: Understanding the internal/external clients’ deeper needs
The importance of identity, beliefs and values
Assessing our preferred modalities to influence self/others
Activity: Self assessment to understand our negotiation styles

Module 3: Understanding human thought-process patterns
Establish how they think what they think to make decisions
Being able to shift thinking to change their decisions
Identifying motivation patterns
Persuasion techniques through understanding these patterns
Demo & Roleplay

Module 4: Neuroscience of Self-Esteem
The significance of self-esteem
Cognitive dissonance to influence individuals
‘Funneling’ rhetoric to influence groups
Demo & Practice

Module 5: Are you lying? (Influence behaviors)
Specific actions – how to detect a ‘lie’
Body language to lead others to be more suggestive
Reframing for positive behavioral change
Demo & Practice

DAY 2: ART OF NLP NEGOTIATION
Module 6:Mental models, beliefs and understanding how influence works
Psychological concepts that you must know:
Personality
Motivation
Communication
Intelligence

Module 7: Preparation- Sure-Win Negotiation Strategies
Win/win or win/lose
A negotiation mindset
Opponents or partners
Case study & discussion

Module 8: Examining power-bases
Practical investigation of a personal power-base
The importance of perception
Helping others change perception to agree with us
Strategizing your power base to your favour
Role-Play

Module 9: Tactical negotiations
Creating a negotiation plan
Assessing the other side
Tricks and tactics
A powerful persuasive meta-model technique where they can’t say ‘No’
Role-Play

Module 10: Managing Human States in Negotiation
The role of anchoring
Handling conflict and objections using Pacing & Leading techniques
Practical tools for personal state management
Group Discussion

This is an experiential training which integrates learning through videos, role plays, presentations, activities, business games, case studies, presentations, group discussions and reflection.