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How to be a Successful Negotiator in Contract Claims and Disputes

The Art of Reading Non-Verbal Communication and Getting to the Win-Win

Course Description

This exciting new course looks at how we negotiate to get to the best position for our companies and corporations. We have to negotiate in daily life of course, but at the stage of contract formation or at the point of negotiation following a dispute, the skills to be used are different. Psychologists tell us that of all information communicated, 10% is through words, 40% through para-language and 50% through body language! It is crucially important to have an understanding of the subliminal messages that we unconsciously send when one is negotiating on behalf of a company.

On this course you will learn about things you already know about but don’t even realize! We are all adept at reading messages that are sent to us but it is all unconscious or at least subconscious. That is not to say that you can’t learn how to read these and listen carefully to pick up the underlying intentions or plans. That is helpful when you then strategize for your negotiation and during the negotiation itself. Use of carefully crafted questions and close observation can obtain a distinct advantage.

Your trainer will introduce you to whole range of ideas and concepts in this area as well as new techniques which will allow to experiment with your own abilities to see through the apparent position.

Who will benefit

  • Anybody seeking to learn about negotiation and using non-verbal communication skills to “read into” the other side’s position
  • Anybody who is interested in acquiring new negotiation skills

Why you should attend

Negotiation is necessary almost every day of our working lives. If you can acquire the skills to “read people” and react accordingly it is more likely you will get what you want – not be dictated to by others.

  • Negotiations will become easier when these skills are acquired
  • You will feel confident when you find yourself in negotiations
  • You will be able to feed into your team’s tactics before, during and after negotiations to get to the root of the other side’s position
  • You will feel confident in putting your ideas across and you will have the knowledge base to suggest possible solutions

Key topics

  • What is Negotiation?
  • Can it be learned?
  • Understanding disputes and differences
  • Understanding the psychology
  • What is a Win-Win?
  • What about long term relationships?
  • Communicating – verbally and non-verbally
  • What makes a good negotiator?
  • Bridging the gap
  • The key elements of Negotiation: Preparation; Understanding Goals; Skills; Self Confidence
  • Preparing for your Negotiation
  • Best Case and Worst Case Scenarios – BATNA’s and WATNA’s
  • Finding out about the Other Side!
  • Roles and Goals
  • Dominate the Agenda?
  • “The Freebie”
  • “Thank and Bank”
  • “Parking”
  • The Art of Re-Framing
  • Mirror Negotiation
  • “Making a Bigger Pizza”
  • Listening, not hearing: Understanding the subtext
  • “Talking at 200 words a minute, listening and 700 words per minute”
  • Non-verbal communication – paralanguage, nuance, irony, emphasis, pitch, modulation
  • “Emotional Leakage”
  • Gesturing for effect
  • Empathy
  • Smiling with your eyes
  • The Plastic Smile
  • Adapters types
  • Using Question Types to Get What You Want
  • Closing off the Negotiation

Course details

  • Blended learning using internet searches, videos, workshops, group sessions, and “edutainment”!
  • This course is very reliant on observation through the medium of film and recordings.
  • Also participants will have to prepared to experiment themselves with some of the new techniques all within a “safe learning environment”.

Course Duration: 3 Days