The International Institute For  Self-Help Holistic Therapies Ltd.

Negotiation Skills

Negotiation Skills Training Course

In today’s tough economy and competitive trading conditions, negotiators are under great pressure to deliver tangible results and they are increasingly in need of an edge on competitors.

Mastering influential language techniques, and being able to observe and listen, are skills that will enable you to detect cues to choose the precise strategy to clinch an agreement, and that will immediately translate into the greatest improvement in profitability, cash flow and ROI.

This training course focuses on identifying attitudes, meta-programs and language cues that will make you understand your interlocutor, match his model of the world and help you achieve your key objectives.

The Negotiation Skills Training Course provides you with effective negotiation skills and behaviour to gather information, manage conflict, deal with deadlocking and achieve real influence with both customers and potential clients.

We’ll bring you the necessary knowledge and tools to:

• Be able to conduct any negotiation in a competitive and collaborative spirit
• Understand how to make the most effective use of time available for negotiation preparation  
• Benefit from a wide range of influential techniques that are effective in commercial and corporate negotiations
• Recognize the most commonly used stratagems, ruses and shenanigans used in negotiation and how to neutralize them

You will be learning:

• NLP eye-movements representational system
• Language cues (visual, auditory, kinesthetic)        
• Mental meta-programs (representational, reasoning style and focus sorts)      
• Emotional meta-program (coping style, emotional state, direction, adaptation, value buying, responsibility and reason [modal operator] sorts)        
• Response meta-programs (affiliation and management, comparison, social setting, work preference and comparison sorts)         
• Profile and personality trait patterns (proactive, reactive, big picture, fine detail, procedure, option, self, other, toward, away from, similarity, difference)        
• Influential attitudes (matching and pacing body language and breathing)
• To understand the other party’s needs and present outcomes
• To explain evidence, summarize each major decision, repeat key words        
• To gain agreement outcomes        
• To deal with objections and rejections, to use Richard Bandler’s “decision destroyer”        
• To change reality with sleights of mouth (chunking up or down, using a hierarchy of values and criteria, generating metaphors, returning objection with applying-to-self technique, emphasizing negative consequences, finding counter-examples, redefining the outcome)        
• To deal with deadlock , to use or face silence or intimidating attitudes
• To use hypnotic and vague language        
• To close a deal and establish long term relationship

On the emotional aspect we’ll provide:

• Tools that you can use quickly to put yourself in a state of fitness and detachment before any important negotiation
• Ways to assess the other party’s emotional condition and  techniques to deal with it

Techniques:

CT-TFT Algorithms, Dr Thomas Gordon “Language effectiveness”, Lawley and Tompkins “Clean Language”, useful tools from NLP and Hypnosis, cognitive-behavioural and systemic approaches