Advanced Negotiation Skills
Management & Leadership
Fees:
Venue: Vienna - Austria
Start Date: 2026-07-26
End Date: 2026-07-30
Duration: 5 days
Course Content:
Course Description:
INTRODUCTION
We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers and contractor, but also with managers, fellow employees and colleagues within our own organisation.
This Advanced Negotiation Skills training course is designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies they need to succeed in today’s challenging commercial environment
Objectives
By the end of this Advanced Negotiation Skills training course you will:
Have a deep understanding of the key analysis of the negotiation process and how to influence others to get more of what you need and want
Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation
Be able to effectively analyse, plan and prepare for every negotiation
Understand the benefits of controlling and reading body language when influencing others
Have become a more effective and confident negotiator
Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis
Personal Impact
By the end of this training course, participants will:
Gain an insight into their own natural negotiation style and how to adapt it to be become a more effective negotiator
Have the skill to think analytically and strategically about the negotiation process
Learn how to engage in true value creating collaborative negotiation and enhanced their own personal negotiation skills
Have developed a range of negotiation strategies and an understanding of when to use them to maximize outcomes
Gain a valuable understanding of body language and behavioural knowledge which enhance negotiation and broader business communication
Have enhanced vital leadership, management and personal skills and gain the confidence to negotiate in a manner that adds real value
Course Outline
Day 1
Introduction to Negotiation - The Starting Point for Improvement
Thinking Outside-the-Box
Positivity & Negativity and Its Affect on Negotiation
Applying a Positive Attitude to the Negotiation Process
Proposal Format – simple, focused & logical
Placing Yourself Above the Competition with Your Proposal
The Psychology of Negotiation - Knowing your Opponents Driving Force
The Feel-Good Factor
Questioning & Listening Techniques
Day 2
Understanding Behavioural Style to Negotiate Better
Knowing and Understanding your own Behavioural Style – Keys to how you negotiate
Negotiation Style Assessment
Approaches to Negotiation
The ‘Win-Win’ and Why it is misunderstood
The Two Distinct Approaches to Negotiation
Communication Style and the Negotiation Process
Adapting to Different Communication Styles
Negotiation and Ethics
Day 3
Developing a Strategic Approach to Negotiation
A Strategic Approach to Negotiation - Distributive negotiation strategies
BATNA, Zone of Possible Agreement
Openings, Anchors, Offers and Counter Offers
A Strategic Approach to Negotiation - Integrative Negotiation Strategies
Sharing Information, Diagnostic Questions & Unbundling Issues
Package Deals, Multiple Offers and Post-settlement Settlements
Knowing and Maintaining your Sources of Negotiation Power
Sales Negotiation Behaviour – A Practical Approach
Day 4
Interests, Planning and Understanding Body Language
Wants and Needs – The importance of identifying needs
Emotional Intelligence and its Role in Negotiation
The Importance of Body Language and Non-verbal Behaviour
What is Body Language and how do we accurately read it?
Understanding Thoughts from Body Language
How to use your own Body Language to negotiate more effectively?
Resolving Disputes – learning to mediate to create better deals
Techniques of the Mediator - practical mediation skills to help resolve disputes
Day 5
Negotiating with Different Nationalities and Cultures
Face to Face Negotiation – dealing with different cultures
Advice for Cross Cultural Negotiators
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