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.

  14 Hours
 

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