Professional Diploma in
Negotiation Skills

During your first class, you will explore the course content and format, including what you can expect from the programme and how it is assessed. You will also learn the concepts of negotiation together with Distributive and Integrative negotiation strategies. 

• Why negotiate
• Negotiation strategies
• Concepts of negotiation
• Types of negotiation 
• Reason & rationale
• Benefits of negotiation 
• Negotiating behaviours

Know the characteristics of different styles of negotiating and how to identify the predominant negotiating style. 

• Main concepts
• Power & gentle scale
• Coercion & persuasion scale
• Instances of power approach
• Instances of gentle approach

Understand the Negotiation Assessment Tool and how it is used to assist individuals in understanding their own negotiating style and preferences. Get a chance to complete the self-assessment questionnaire for yourself and plot the results!

• Questionnaire
• Plot results on the model
• Identify results
• Implications
• Negotiating brief

Learn the 6 Step negotiating model, know how to perform STREAK analysis and understand that preparation is the key to all negotiation. 

• STEP model 
• Set objectives
• Establish fallback
• STREAK analysis
• Issues & priorities
• Limits & targets
• Cost of concessions

Learn how to assemble members to a negotiating team based on attributes and knowledge required. Understand how effective teams work together. 

• Team dynamics
• Roles & responsibilities
• Team behaviours
• Composition 
• Evaluation 

Learn how to review and develop a clear understanding of the negotiating brief for a team. Understand how to apply the negotiating model to develop strategy, agree objectives and identify the approach. Be aware that effective negotiation is based on a standard negotiating operational process. 

• Brief
• Common criteria
• Applying model
• Allocate roles
• Operational process

Learn how to evaluate the brief, the identified priorities, how well the standard operational negotiating process was used, the effectiveness of the teams and the individual behaviours.

• Clarity in brief
• Process
• Team dynamics
• Individual behaviours
• Use of power
• Concept of synergy
• Synergy score

Understand the concept of influence within negotiation. Learn the Situational Influence Model and be able to identify influence styles and behaviours. 

• Concept of influence
• Situational influence model
• Push & pull
• Influence styles
• Influence behaviours
• Rating
• Influence in practice
• Concept of persuasion 
• Steps model
• Summary

During your final class, the subject matter expert will summarise the key topics covered during the programme. The Assessment will be outlined in detail with plenty of opportunity to ask any clarifying questions.