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 Duration 14 hours

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.

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