RTPI Conferences

Personal skills

RTPI's Negotiation skills

Date	14 September 2010
Duration	1 Day
Price	GBP 449 + VAT
Location	London
Venue	The Hatton (etc Venues)
Registration	9.00-9.30
Close of Seminar	5.00
Our code	35576
Also held on	7 December 2010, London 18 March 2011, London 21 June 2011, London

• Why you should attend this seminar?
• Benefits of attending
• Who should attend?
• Programme
• Seminar presenter
• Want to book this as part of the RTPI Season ticket?
• In-house training
• CPD requriements
• Enquiries
• Outsourcing and event management service

Why you should attend this seminar?

The days of command and order in business relationships are long gone. Now every day to day interaction with colleagues, customers, suppliers and other stakeholders involves some element of persuasion and influencing skills – from set piece negotiation of a new contract through to who gets the coffees today. This seminar will introduce you to a range of tools and techniques to increase your effectiveness in any negotiation situation.

Benefits of attending

By the end of this seminar, you will:

1. Have the knowledge and tools necessary to be able to conduct any negotiation confidently – collaborative or competitive

2. Understand how to make the most effective use of time available for negotiation preparation

3. Appreciate the benefits of a wide range of persuasion techniques

4. Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them

5. Know the factors which make the difference between effective and average negotiators

Who should attend?

Anyone who has to deal with the problems of getting other people to agree to their proposals or to make changes to, or improvements in their behaviours or results including:

• Planning officers
• Technicians
• Team leaders
• Planning consultants
• Department heads in IT, Facilities, Finance etc. who must negotiate SLAs with other departments
• Project managers responsible for delivering major projects management

Programme

1 What makes a good negotiator?

Negotiation is about behaviour and the good news is that any behaviour can be learnt and improved. Even the most “natural” negotiators will look at their skills and how their behaviours contribute to success. This first session will look at the following areas:

• Definition of a good negotiation
• Characteristics of good negotiators
• Personal skills audit

2 Preparation

The best negotiators do their homework. By planning carefully, exploring the problem, clarifying your own strengths and weaknesses and the likely position of the other side you give yourself the best chance of success.

• Relationship objectives
• What’s the challenge?
• Bargaining power
• Pre-negotiation information gathering
• Conventions of negotiating

3 The negotiation conversation

The negotiation conversation can take many different forms and is the point where your planning bears fruit. There is no “one “right” way to manage this part of the process, so you will be introduced to a number of techniques and tactics that you can use to influence the other side. You will then have the opportunity to practise using different techniques and seeing how they work for you.

• The opening moves
• First offers
• Zero and limited movement scenarios
• Linking issues
• BATNA
• Getting information
• Delaying tactics

4 Personal styles, emotion and influence

Emotion plays a huge part in negotiation. We are all equipped with the “fight or flight” mechanism that is more often than not unhelpful in modern stress situations. The first step to successful negotiation is recognising your own emotional responses, as well as those of the other side, and learning how to prevent your emotions undermining your effectiveness.

• First know yourself
• Handling different styles
• Challenging the argument from the other side
• Influencing the other side’s behaviour
• Supporting your own argument and credibility

5 Movement, closure and follow up

Negotiation only works when you have a workable closing position. The final piece in the puzzle is examining the methods for closing out the agreement once you have moved to a final position. Then all that remains is ensuring that no one reneges on the agreement…

• Tactics to encourage movement
• Tactics to facilitate abandonment of commitment
• Tactics to make commitment credible
• Tactics to get closure

Throughout the programme you will have the opportunity to share experience, both good and bad, in order to learn from each other. You will have the opportunity to apply your learning both to case study that runs through the day and also to specific situations that you bring from you day to day roles

Seminar presenter

Gareth Batterbee graduated from Cambridge with a degree in History and then joined Deloitte & Touche to train as an Auditor in their London office, specialising in media and professional services clients. He qualified ACA and was admitted to the ICAEW in 2001. Post qualification Gareth moved into a learning and development role with a key focus on skills development, first with Deloitte and then joining Kaplan Hawksmere in 2007. Gareth specialises in delivering highly interactive training, stretching participants to challenge their established thought processes and associated behaviours. He delivers training with the Hawksmere team on a range of Management and Leadership topics, including Communication skills, Project management and Coaching, as well as Negotiation skills across a range of large private and public sector organisations.

Want to book this as part of the RTPI Season ticket?

Simply Click here to be directed to the booking form.

In-house training

In-house training can be presented exclusively for any organisation in the planning and development field, including management skills. Training is individually tailored to meet the specific needs of the organisation.

To discuss your in-house requirements please contact the in-house team on 0845 076 0679 or e-mail incompany@rtpiconferences.co.uk

CPD requriements

This event is intended to help RTPI members with their CPD requirements.

Enquiries

For more information call Customer Services on 0845 082 1171 or email services@rtpiconferences.co.uk

Outsourcing and event management service

Kaplan Hawksmere has over 10 years experience in running outsourced and managed training contracts both in the private and public sectors. Our highly skilled team will work with you to effectively manage your events, conferences and training programmes to maximise delegate numbers and revenue and to deliver significant benefits including:

• Financial returns – possible increased revenues or cost reductions
• Risk reduction
• High delivery standards and customer satisfaction
• Flexibility to work with your own teams or independently
• Greater market exposure
• Low cost, exceptional responsive market research

If you would like any further information on this service please contact Neil Vincent on 020 7960 5677 or e-mail neil.vincent@kaplan.co.uk

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