Course Profile

Course Profile: Negotiating skills (1 Day)
Negotiating is a part of every day life as well as our working lives. Poor negotiation skills often lead to Win-Lose situations, leaving at least one party feeling resentful and ultimately leading to further difficulties. Skilled negotiation tends to result in Win-Win outcomes and the basis for positive relationships.
This course aims to help participants understand the nature of negotiation and the skills required to best meet desired outcomes for the organisation and Adults receiving health and support services.
The course is informed by Assertiveness theory, Transactional Analysis, ACAS 'Employee communications & consultation' (2009), CIPD Consultation Report. It is set in the context of the Care Act (2014), supports the Social Care Commitment and will help organisations meet the CQC Fundamental Standards.
The course provides some knowledge for
NHS KSF:  Core 1.3
Care Certificate: 1.4, 3.5, 6
MIS: 3.2
QCF: HSC31, M2c
The course is designed for staff at all levels, including managers working in a variety of roles and in diverse settings in Health and Social Care. The course can easily be adapted for workers and managers in other contexts e.g. Legal settings.
Learning outcomes

By the end of the course learners should understand:
  • What is meant by assertiveness
  • How assertiveness is characterized
  • Assertive verbal and body language
  • The need for an assertive approach in negotiations
  • How different ways of viewing a disagreement/conflict can impact on the approach you take
  • The ‘Wants’ model of negotiation
  • What can and cannot be negotiated
  • Barriers to negotiating
  • The different approaches to resolving conflict/disagreements
  • The range of negotiating skills
  • Negotiating positions including ‘I’m OK – you’re OK’ interactions
  • How an understanding of Ego States and transactions can be useful
  • The importance of Active Listening in the negotiation process
  • How to Analyse the process
  • Review of past experiences of negotiating
Training methods utilised include: Tutor presentations, Small and large group work, Problem solving, Practical exercises, Handouts, PowerPoint, Chalk & Talk, Role Play.