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Advanced Negotiation Course - Advanced Negotiation Course
(17 Jul 17 - 19 Jul 17)

Overview

Introduction

This 3 day practitioner level course introduces delegates to an advanced level of the negotiation process through workshop and role playing in practical exercise. Emphasis is on strong analytical and planning techniques (“hard”) and interpersonal and individual skills (“soft”).   

Aim

The course aims to advance delegates negotiation techniques and tactics skills building on basic skills that have been developed through personal experience or previous training.

Objectives

On completion of the course delegates should be able to:

Develop expected negotiation outcomes and formulate appropriate negotiating strategies.
Identify each party’s interests and priorities in a potential agreement.
Evaluate the importance and cost of concessions for each party.
Select and apply appropriate negotiating tactics.
Recognise the tactics employed by others and adopt appropriate responses.
Characterise the group dynamics of negotiation processes and discuss the impact of these on negotiation outcomes.
Evaluate the achievements of outcomes and why these were or were not achieved.
Analyse the behaviours that they and others adopt when negotiating and identify the reasons for these behaviours.

Business Benefits

The skills gained on this course will give delegates an enhanced level of expertise in negotiation enabling the business to become more effective in this area.
Entry Requirements

Restrictions

This course is available to all MOD Commercial Officers and may be suitable for MOD staff both civilian and military.  

This course may be suitable for MOD Contractors and Other Government Departments.  Applications will be processed through the standard DA income generation route.

Exemptions

None

Pre-requisites

None

Suitability

  • British Army
    • OF-10
      • Field Marshal
    • OF-9
      • General
    • OF-8
      • Lieutenant General
    • OF-7
      • Major General
    • OF-6
      • Brigadier
    • OF-5
      • Colonel
    • OF-4
      • Lieutenant Colonel
    • OF-3
      • Major
    • OF-2
      • Captain
    • OF-1
      • Lieutenant
      • Second Lieutenant
    • OR-9
      • Warrant Officer Class 1
    • OR-8
      • Warrant Officer Class 2
    • OR-7
      • Colour Sergeant
      • Staff Corporal
      • Staff Sergeant
    • OR-6
      • Sergeant
    • OR-4
      • Corporal
    • OR-3
      • Lance Corporal
    • OR-2
      • Private
    • OR-1
      • Driver
  • Civil Servant
    • OF-8
      • SCS Pay Band 3
    • OF-7
      • SCS Pay Band 2
    • OF-6
      • B1
      • SCS Pay Band 1
    • OF-5
      • B2
      • B2 MSF
      • B2 PR LEC
    • OF-4
      • C1
      • C1 MSF
      • C1 SNR LEC
    • OF-3
      • C2
      • C2 LEC
      • C2 MSF
    • OF-2
      • D
      • D MSF
    • OR-8
      • E1
      • Skill Zone 1
      • Skill Zone 2
      • Skill Zone 3
    • OR-7
      • E2
  • Royal Air Force
    • OF-10
      • Marshal of the Royal Air Force
    • OF-9
      • Air Chief Marshal
    • OF-8
      • Air Marshal
    • OF-7
      • Air Vice Marshal
    • OF-6
      • Air Commodore
    • OF-5
      • Group Captain
    • OF-4
      • Wing Commander
    • OF-3
      • Squadron Leader
    • OF-2
      • Flight Lieutenant
    • OF-1
      • Flying Officer
    • OF(D)
      • Pilot Officer
    • OR-9
      • Warrant Officer
    • OR-7
      • Chief Technician
      • Flight Sergeant
    • OR-6
      • Sergeant
    • OR-4
      • Corporal
    • OR-3
      • Junior Technician
      • Leading Aircraftsman
      • Senior Aircraftsman
  • Royal Marines
    • OF-10
      • Field Marshal
    • OF-9
      • General
    • OF-8
      • Lieutenant General
    • OF-7
      • Major General
    • OF-6
      • Brigadier
    • OF-5
      • Colonel
    • OF-4
      • Lieutenant Colonel
    • OF-3
      • Major
    • OF-2
      • Captain
    • OF-1
      • Lieutenant
      • Second Lieutenant
    • OR-9
      • Warrant Officer Class 1
    • OR-8
      • Warrant Officer Class 2
    • OR-7
      • Colour Sergeant
    • OR-6
      • Sergeant
    • OR-4
      • Corporal
    • OR-3
      • Lance Corporal
    • OR-2
      • Marine
  • Royal Navy
    • OF-10
      • Admiral of the Fleet
    • OF-9
      • Admiral
    • OF-8
      • Vice Admiral
    • OF-7
      • Rear Admiral
    • OF-6
      • Commodore
    • OF-5
      • Captain
    • OF-4
      • Commander
    • OF-3
      • Lieutenant Commander
    • OF-2
      • Lieutenant
    • OF-1
      • Sub Lieutenant
    • OF(D)
      • Midshipman
    • OR-9
      • Warrant Officer 1
    • OR-8
      • Warrant Officer 2
    • OR-7
      • Chief Petty Officer
    • OR-6
      • Petty Officer
    • OR-4
      • Leading Hand
      • Leading Rate
      • Leading Writer
    • OR-3
      • Able Rate
All Staff - Eligibility for all Business Skills College courses are based on role and not Rank or Grade, therefore all staff are eligible to attend this course.
Course Details

Course Elements

1. Negotiation Foundations
a. Types of negotiation.
b. Integrative approaches to negotiation.
c. Distributive strategies in negotiation.
d. Negotiation planning: identification and calculation of variables.

2. Bargaining processes
a. The role of price in commercial negotiation.
b. Managing concessions.
c. Auction and game theory.
d. Creation of commercial advantage in negotiation.

3. Influencing and Persuasion techniques
a. Exploiting sources of influence: reciprocation, commitment and consistency, social proof, authority, liking mechanisms and perception of scarcity.
b. Decision biases.

4. Sources of personal power and resilience..

Accreditation / Assessments

There is no final exam/assessment or accreditation for this course.

Further Course Information

n/a

Attachments

There are no attachments associated with this course.
Apply

Application Form

Further Information

For non-MoD applicants only, please complete the form above and submit to:

For MOD bookings and any other queries, students should contact: 

Tel: 0306 798 4170 
Mil Tel: 96798 4170
E-mail: DEFAC-CMT-AB-BR-CS@mod.uk

HRMS Text

Please contact the course administrator for more information.

DIN Number / Text

Please contact the course administrator for more information.

Links

Pre-joining Material

There are no pre-joining materials

Key Information

Delivered By

Business Skills College

Category

Commercial, Acquisition

Level

Practitioner

Duration

Three days (non-residential)

Course Price

Please contact the course administrator for more information.

Location

Delivery Method

Classroom

Course Contact Details

Name: Defence Academy Customer Service Team
Tel: 030 679 84170
Mil Tel: 030 679 84170
Enquiry Address:
Registration Address:

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