Engaging Negotiation Dynamics
to Achieve Sustainable Outcomes

Training Course Overview

Do you sometimes find it difficult to achieve the best negotiated outcome when circumstances are changing during the process?  The speed of access to information requires today’s negotiators to be agile, super responsive to changes and be able to shift their approach to situations in a dynamic way.

This thought provoking COPEX training course will provide delegates with a practical framework for negotiation which will allow them a wider degree of flexibility when planning their negotiation approach. The training course will introduce strategies and tactical plans for dealing with the faster pace of business and immediacy of information. These new aspects of negotiation are integrated into the subject to give a fresh and vibrant perspective.

Training Course Objectives

By the end of this COPEX training course, delegates will be able to:

• Develop critical thinking skills and utilise an effective negotiation framework
• Determine their individual negotiation style and understand when to modify this as circumstances change
• Understand the dual circumstances model and how to maintain its balance
• Demonstrate how to use the power of persuasion in difficult situations
• Master the art of countering aggression, argument and hard tactics during negotiations

Designed For

This COPEX training course is suitable to a wide range of professionals but will greatly benefit:

• Negotiators operating at all levels
• Department heads
• Leaders of negotiating teams
• Staff at higher levels of executive responsibility
• Managers from a wide range of business disciplines including engineering, project management, production, finance, sales, business development and procurement

Training Course Outline

Day One: What We Already Understand about the Negotiation Process – is no Longer Static

• The pace of change in commerce and the need for Dynamic Negotiators
• Common terms, phases and stages in negotiation
• The information revolution and it’s effect on the negotiation landscape
• Key principles of the negotiation framework and recent cases which challenge the status quo
• Understanding our own personal negotiation style and adapting to dynamic situations
• The dual concerns model and its influence on planning for a negotiation

Day Two: Widening our Cognitive Reasoning to become Better Negotiators

• Perception and its effect on our approach to negotiation
• Framing and reframing to gain an understanding of the situation
• Convergent and Divergent thought processes and biases
• Improving our communication and influencing skills
• Strategic planning for Integrative negotiations
• Authoring convincing pitches and arguments to strengthen your negotiation

Day Three: Power, Personality and Establishing Relationships

• The negotiators’ sources of power and how it becomes acquired
• Harnessing power by developing relationships and defining boundaries
• Influencing as the ‘go to’ person at the negotiating table
• Getting things done with the engagement of others
• Using persuasive language to reach your goals
• Unethical behaviour and its consequences

Day Four: Overcoming Difficulties and Resolving Differences

• Creating momentum when negotiations are stalled
• Understanding individual differences, abilities and approaches to negotiation
• Managing difficult negotiators with Emotional Intelligence
• Recognizing and coping with deception and falsehood
• Countering aggression, argument and hard tactics
• Getting people ‘on side’ and ensuring commitment when it matters

Day Five: Consolidation for Success, Creating Sustainable Agreements

• Adopting strategies for building successful outcomes through collaboration
• The complexity of multiparty negotiations
• Understanding team dynamics, egos, competitiveness and frustrations
• Composing and operating in negotiating teams
• Using coaching to develop uncooperative team members
• Practical skills session

The Certificate

• COPEX Certificate of Attendance will be provided to delegates who attend and complete the course

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