Course Outline
- What is my personal negotiating style?
- understanding your individual style and its impact in negotiations
- Competitive or cooperative?
- knowing the right approach to adopt
- The need for creativity and flexibility
- seeking alternatives and solving problems
- Expectation management
- how to manage the pre-negotiation and opening stages
- Non-verbal communication
- using body language to reinforce what we say
- The importance of preparation
- what you need to do before the negotiation commences
- Shifting the balance of power
- identifying the strengths and weaknesses of both parties
- Goals and objectives
- what does good look like and what is unacceptable?
- Looking beyond demands to interests and concerns
- find out what lies behind demands and what really matters to the other party
- Identifying variables
- what can we conceed at the lowest cost to us and what do we want to get in return?
- Making and justifying proposals
- positioning and demonstrating value in their terms
- How to respond to proposals
- explaining why it's unacceptable and making counter proposals
- Use of questions
- using conditional questions to test solutions without making firm commitments
- The bargaining process
- trading concessions to achieve win/win outcomes
- Dealing with deadlock
- tools to help you navigate around impasses
- Responding to price challenges
- how to defend your position
- Securing the deal
- summarising and closing to avoid costly misunderstandings
Requirements
Due to the high number of exercises in this course, it requires a minimum of four delegates and two trainers.
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