This training course considers the importance of building alliances and relationships through the application of negotiation and persuasion. Delegates will work on critical thinking processes to enable them to make better planning decisions in order to achieve success when negotiating alliances.
The training course will equip delegates with an essential framework for effective negotiation starting with the planning process and understanding why it is essential to consider the critical points in building and maintaining relationships. Delegates will have the opportunity to exercise and improve their influencing and persuasion skills, and build higher-level communication ability in order to deliver results and maintain alliances for the mutual benefit of the parties involved.
This COPEX training course will feature:
Understanding the key issues in forming and maintaining alliances
Applying critical thinking when planning to negotiate
Defining the stages within a negotiation process
Discussing how to defend yourself from aggressive tactics and ploys in negotiation
Developing higher level communication skills for influencing others
Applying more influence when negotiating through practical exercises
What are the Goals?
By the end of this COPEX training course, participants will be able to:
Describe a framework for the analysis of business alliances
Understand how to apply influencing skills during the negotiation phase
Recognise and manage difficult negotiators who use aggressive tactics during negotiation
Understand the key principles of persuasion and its importance to negotiation
Apply critical thinking when planning to develop business alliances
Who is this Course for?
This training course is suitable to a wide range of professionals but will greatly benefit:
Personnel from a wide range of business disciplines
Delegates wishing to develop negotiation skills in alliance building
Delegates who regularly work with external suppliers or customers
Departmental Heads requiring to form interdepartmental alliances to achieve results
How will this be Presented?
This course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes professional learning techniques combined with presentations, interactive practical exercises, group activities and case studies will help delegates to build a formal framework around their current knowledge and skills.
Delegates will be encouraged to develop both their critical thinking and persuasion skills, applying these to the formation and maintenance of negotiated alliances to increase the value for money provided to their employer.
The Course Content
Day One: Developing Alliances
Characteristics of a strategic alliance - effects of market dominance
Culture and perception - and effects in building alliances
Achieving results in the life cycle of the alliance, through building trust
Personality - strengths & weaknesses in negotiations
Minimising communication blockers to maintain relationships
Development review and action planning
Day Two: Influence & Persuasion Skills in Managing the Alliance
Challenges of meetings - group and individual strategies
Positive influence of listening in challenging situations - good and bad news!
Applying rules of influential presentations to maximize impact
Maintaining compatible body language & using logic, credibility and passion
Feedback and action planning
Day Three: Strategy in Negotiation Skills for Partners and Allies
Steps in win-win negotiation
The keys to collaborative bargaining in partnering
Leverage: What it is and how to use it?
Negotiation tactics and ploys
Dealing with difficult negotiators and barriers
Ethics in negotiation
Day Four: Higher Level Negotiation Skills for Challenging Situations
Listening and responding to signals and informal information
Recovering from reversals, errors and challenges
Developing a climate of trust
Higher level conversation techniques
Concentrating action on the needs of alliance partners
Day Five: Maintaining Alliances: Critical Thinking for Decision Making
Gaining control and using information - formal and informal
Identifying sources and testing assumptions
Framing the problem
Decision making under pressure
Reviewing strategic alliances and building personal action
The Certificates
COPEX Certificate of Attendance will be provided to delegates who attend and complete the course
ILM Endorsed Certificate for delegates who successfully attend and pass the required assessment
The Accreditation*
COPEX is an ILM Recognised Provider and offers a number of Endorsed Management and Leadership programmes. Aside from COPEX's Certificate of Attendance, delegates will be able to pursue ILM Endorsed Certification (which typically involves passing an additional study, either a work based assignment or on-demand assessment) after the conclusion of this ILM endorsed programme.
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The Professional Negotiator: Effective Negotiation, Persuasion & Critical Thinking
Upcoming Dates
17 - 21 Jun 2019 in Zurich - Switzerland,$5,950
16 - 20 Sep 2019 in London - UK,$5,950
01 - 05 Dec 2019 in Dubai - UAE,$5,950
Professional Recognition & Accreditations
This course is an ILM Endorsed Programme*
Why Choose this Course?
This training course considers the importance of building alliances and relationships through the application of negotiation and persuasion. Delegates will work on critical thinking processes to enable them to make better planning decisions in order to achieve success when negotiating alliances.
The training course will equip delegates with an essential framework for effective negotiation starting with the planning process and understanding why it is essential to consider the critical points in building and maintaining relationships. Delegates will have the opportunity to exercise and improve their influencing and persuasion skills, and build higher-level communication ability in order to deliver results and maintain alliances for the mutual benefit of the parties involved.
This COPEX training course will feature:
Understanding the key issues in forming and maintaining alliances
Applying critical thinking when planning to negotiate
Defining the stages within a negotiation process
Discussing how to defend yourself from aggressive tactics and ploys in negotiation
Developing higher level communication skills for influencing others
Applying more influence when negotiating through practical exercises
What are the Goals?
By the end of this COPEX training course, participants will be able to:
Describe a framework for the analysis of business alliances
Understand how to apply influencing skills during the negotiation phase
Recognise and manage difficult negotiators who use aggressive tactics during negotiation
Understand the key principles of persuasion and its importance to negotiation
Apply critical thinking when planning to develop business alliances
Who is this Course for?
This training course is suitable to a wide range of professionals but will greatly benefit:
Personnel from a wide range of business disciplines
Delegates wishing to develop negotiation skills in alliance building
Delegates who regularly work with external suppliers or customers
Departmental Heads requiring to form interdepartmental alliances to achieve results
How will this be Presented?
This course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes professional learning techniques combined with presentations, interactive practical exercises, group activities and case studies will help delegates to build a formal framework around their current knowledge and skills.
Delegates will be encouraged to develop both their critical thinking and persuasion skills, applying these to the formation and maintenance of negotiated alliances to increase the value for money provided to their employer.
The Course Content
Day One: Developing Alliances
Characteristics of a strategic alliance - effects of market dominance
Culture and perception - and effects in building alliances
Achieving results in the life cycle of the alliance, through building trust
Personality - strengths & weaknesses in negotiations
Minimising communication blockers to maintain relationships
Development review and action planning
Day Two: Influence & Persuasion Skills in Managing the Alliance
Challenges of meetings - group and individual strategies
Positive influence of listening in challenging situations - good and bad news!
Applying rules of influential presentations to maximize impact
Maintaining compatible body language & using logic, credibility and passion
Feedback and action planning
Day Three: Strategy in Negotiation Skills for Partners and Allies
Steps in win-win negotiation
The keys to collaborative bargaining in partnering
Leverage: What it is and how to use it?
Negotiation tactics and ploys
Dealing with difficult negotiators and barriers
Ethics in negotiation
Day Four: Higher Level Negotiation Skills for Challenging Situations
Listening and responding to signals and informal information
Recovering from reversals, errors and challenges
Developing a climate of trust
Higher level conversation techniques
Concentrating action on the needs of alliance partners
Day Five: Maintaining Alliances: Critical Thinking for Decision Making
Gaining control and using information - formal and informal
Identifying sources and testing assumptions
Framing the problem
Decision making under pressure
Reviewing strategic alliances and building personal action
The Certificate
COPEX Certificate of Attendance will be provided to delegates who attend and complete the course
ILM Endorsed Certificate for delegates who successfully attend and pass the required assessment
Professional Recognition & Accreditations
This course is an ILM Endorsed Programme*
COPEX is an ILM Recognised Provider and offers a number of Endorsed Management and Leadership programmes. Aside from COPEX's Certificate of Attendance, delegates will be able to pursue ILM Endorsed Certification (which typically involves passing an additional study, either a work based assignment or on-demand assessment) after the conclusion of this ILM endorsed programme.