Leading Edge Negotiation

£795.00 + VAT

Designed for Executives, delegates will leave with a range of tools and techniques that will add value to senior level negotiations, both internally and externally.

1 DAY Course 

Please email info@supplychainacademy.org.uk for course dates.


The need for understanding and leading change has never been greater. As organisations become leaner and more competitive, supply chains become more effective and integrated, and as information systems and communications become faster and more sophisticated it is vital that managers need to be able to lead and manage change at all levels in their organisation.

By the end of the course, participants will:
  • Why businesses change
  • How businesses are structured and change their structures
  • How the supply chain can operate and change effectively
  • How to diagnose the need for change
  • How to develop the vision and the plan
  • How change affects people and teams and how best to manage them through the change
  • How to measure success

Session 1

Understanding Change and why it occurs

  • What drives Change in Supply Chain Organisations
  • Different varieties of Change
  • The evolution of businesses and their structures
  • Leadership for Change
  • Culture and Power in Organisations
  • Dealing with Conflict
  • Individual and Team Change – different approaches
Session 2

Diagnosis and Preparation

  • Diagnosing the need for Change
  • Hard and Soft Change
  • Kotter’s eight steps for Change
  • Creating the Coalition
  • Creating the Vision
  • Creating the Plan
  • Choosing the Agent for Change
Session 3

Making the Change

  • Avoiding conflict and building on progress through communication and feedback.
  • Managing the change at all levels, personal, team and organisational – different approaches, different strategies, Push/Pull, Levers for Change
  • Monitoring and managing staff morale, consultation and team building
  • Personal Transitions – how people respond to Change
  • Sustaining and managing the plan
  • Monitoring progress and adapting the plan
  • Conclusions
Leading Edge Negotiation

Negotiation is an important skill to grow your business. Are your Leaders ready to negotiate the best deal, every time?

Designed for Executives, delegates will leave with a range of tools and techniques that will add value to senior level negotiations, both internally and externally.

Prepare for different types of negotiations, predict reactions, and use tried and tested techniques to consistently deliver positive results.

Hone your skills through practical exercises, one-to-one feedback and intense role-play work, and learn the latest theories for analysing the complete negotiation process – from introduction to closing deal.

 Key Objectives:

  • Conduct principled negotiations that result in wise outcomes
  • Be able to use a process approach to achieve successful conclusions
  • Use a range of flexible communication strategies
  • Develop a confident negotiating style to deflect tough tactics and potential conflicts
  • Apply practical psychology principles to negotiate effectively

By the end of the course, participants will:

  • Recognise their personal negotiation style
  • Have understood how to prepare for a negotiation with a Strengths, Weaknesses, Opportunities and Threats (SWOT) analysis
  • Build an effective negotiation strategy
  • Identify hidden agendas and take action
Course Outline
A process approach to negotiation

Defining Success Criteria and Expectations

  • What is a wise outcome?
  • Long term vs short term outcomes

Behavioural Styles

  • Questioning, Listening , Asserting
Styles and Process

  • Review which style(s) are most appropriate to each stage of the process

Achieving Win/Win Outcomes

  • Managing emotions (own and the other party)
  • Dealing with conflict
Skills Practise

  • Opportunity to work with new skills and get feedback from others

Review and application possibilities

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