Why Choose this Training Course?

Are you expected to negotiate and achieve a better result than seems possible? We often face stressful negotiating situations and may also experience the added pressure of high expectations from others on our team. This very popular COPEX training course will help you to develop a practical framework which may be applied to a wide range of negotiations. You will gain the skills to prepare effectively and prioritise the value of elements for discussion which is vital to securing the best negotiated outcome. The course tutor will also guide you through many practical examples and exercises to boost your confidence in the conversational art of negotiating.

What are the Goals?

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

  • Demonstrate an Understanding of the Four Key Stages in Negotiation
  • Effectively Apply Techniques to Research the Other Negotiator’s Position, Strengths and Weaknesses
  • Prepare Key Messages and Statements That You Will Use During the Process
  • Discover the Art of Persuasive Language
  • Motivate and Engage Negotiators to Gain Commitment and Achieve Success
  • Understand the Importance of Timing in a Negotiation Scenario
Who is this Training Course for?

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

  • Professionals Who Wants to Achieve More Through Negotiation
  • Senior Managers Involved in Negotiating Change Management Programmes
  • Team Leaders, Supervisors, Section Heads and Managers who Frequently Get Involved in Negotiations
  • Project Management Team Leaders
  • Procurement Teams
  • Anyone Who Wants to Become a Leader in Their Work Role and Will Have to Negotiate With Staff
  • Project, Purchasing, Finance & Production Officers and Personnel
  • Technical Professionals Including Those in Maintenance, Engineering & Production
Course Outline
Day One: Finding a Collaborative Position When Aiming for Agreement
  • The basis of a negotiated settlement
  • Disputes and the need for resolution
  • The place of negotiation in the contractual resolution process
  • Distributive and integrative approach to negotiations
  • Emotion, understanding and perceptions                                         
  • Ethics and the impact on the negotiation process
Day Two: Strategic Approaches to Negotiating Required Outcomes
  • Preparation and goal setting to maintain focus
  • The key stages in planning a negotiation
  • Information needs and sources of negotiation power
  • Taking positions during the negotiation process
  • Drafting your proposal which will open the discussion
  • The discussion and importance of timing when closing deals
Day Three: Negotiation Relationships and Team Dynamics
  • Non-verbal communication and the interpretation of body language
  • Communication skill models used in negotiation                 
  • Proposals, influence and persuasion
  • Establishing commitment
  • Building the negotiating team
  • Managing multi-party negotiations                           
Day Four: The Impact of Culture on the Negotiation Process
  • Interests, positions and escalation
  • Why are international negotiations different?                                             
  • The influence of cultural on negotiation                                                       
  • Stakeholder power behind the interests in negotiation
  • Ploys and tactics and how to respond effectively
  • Negotiation best practice
Day Five: Resolving Differences and Difficult Situations
  • The negotiator as a mediator in the process
  • Handling difficult negotiators
  • Negotiation case study
  • Team allocation and simulation exercise
  • The Do’s and Don’ts of Negotiating
  • Improving what we do - action planning
The Certificate
  • COPEX Certificate of Attendance will be provided to delegates who attend and complete the course
Mastering Negotiating & Dispute Resolutions
  • Duration:5 days
  • Format:Classroom
  • Language: English
  • Certificate:Yes
19-23 Aug 2024
Fee: $5,950
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09-13 Dec 2024
Fee: $5,950
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10-14 Feb 2025
Fee: $5,950
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