Course Outline
- Understanding your personal negotiation style
exploring how your individual approach influences negotiation outcomes
- Competitive vs. cooperative approaches
selecting the most appropriate strategy for the situation
- The role of creativity and flexibility
identifying alternative solutions to resolve issues
- Managing expectations
navigating the pre-negotiation and opening phases effectively
- Non-verbal communication
leveraging body language to support and reinforce verbal messages
- The critical value of preparation
essential steps to take before negotiations begin
- Shifting the balance of power
recognising the strengths and weaknesses of all parties involved
- Defining goals and objectives
establishing what constitutes a successful outcome and what is non-negotiable
- Looking beyond demands to interests and concerns
uncovering the underlying motivations and priorities of the other party
- Identifying variables
determining low-cost concessions and desired returns
- Making and justifying proposals
presenting value effectively from the counterparty's perspective
- How to respond to proposals
explaining why certain offers are unsuitable and presenting counter-offers
- The use of questions
employing conditional questions to explore options without making binding commitments
- The bargaining process
exchanging concessions to reach mutually beneficial results
- Dealing with deadlock
strategies for navigating impasses
- Responding to price challenges
techniques for defending your position
- Securing the deal
summarising agreements and closing to prevent costly misunderstandings
Requirements
Given the extensive practical component of this programme, a minimum of four participants and two facilitators is required.
Testimonials (4)
A lot of practical examples, practical approach to the topic, a lot of useful information, trainer is excellent
Irena
Course - Negotiation Skills
The exercises were amazing. The interaction was very friendly. I learned a lot. We concentrated on all the point and for all the unclear point, everything was answered.
VILCU DAN
Course - Negotiation Skills
Let's Trainee to share case& play role.
Dalailuck - Babcock Power (Thailand)
Course - Negotiation Skills
SAMART Goal and Negotiation Concept