By the end of this course, delegates will learn about:

• Recognize their negotiating professional role and responsibilities.
• Be familiar with essential negotiation stages as employed in their work environment.
• Understand preparation and planning required for a successful negotiation approach.
• Understand and manage customer/supplier behaviour in the negotiation process.
• Examine different issues likely encountered in negotiations.
• Understand negotiation objectives, targets, strategies and tactics.
• Recognize various communication skills in negotiation.
• Prepare an action plan to implement on return to work.

Day 1 

Understanding Your Role

• Leader or manager?
• Self-perception
• Beyond the job description: finding out what your organization requires of you
• Balancing conflicting stakeholder demands
• Understanding the nature of change
• A model for implementing change

Day 2

Personal Effectiveness, Time Management and Delegation

• Understanding yourself and your organizational environment
• Outcome orientation
• Setting personal and team objectives
• Managing performance
• Finding and using time effectively
• A model for effective delegation

Day 3

Communication, Influence & Conflict Management

• Channels of communication
• Effective listening skills
• Emotions and rapport
• Persuasion and negotiation: the keys to personal influence
• Managing conflict assertively

Day 4 

Team Building, People Management and Motivation

• How high-performing teams work
• Identifying team roles
• Teams in practice: teambuilding exercise
• Motivation and reward
• Building and sharing a vision for the team
• Different approaches to leadership

Day 5 

Enhancing Team Performance through Coaching & Development

• How people learn
• Coaching for personal and team growth
• Feedback skills
• Development planning
• Next steps

Managers, supervisors, first line managers, team leaders, project managers, and anyone who is or will ever be involved in negotiation in any organizational context.