Course Outline
- Understanding my personal negotiation style
analysing your unique style and its influence on negotiations
- Competitive versus cooperative approaches
recognising the most appropriate strategy for the situation
- The role of creativity and flexibility
exploring alternative solutions and problem-solving methods
- Managing expectations
steering the pre-negotiation and opening phases effectively
- Non-verbal communication
leveraging body language to support verbal messages
- The critical importance of preparation
essential steps to take before negotiations begin
- Altering 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
- Focusing on interests and concerns rather than demands
uncovering the underlying needs and priorities of the other party
- Identifying variables
determining what can be conceded at minimal cost and what return is expected
- Formulating and substantiating proposals
presenting value in terms that resonate with the counterpart
- Responding to proposals
articulating why certain terms are unsuitable and presenting counter-offers
- Effective questioning techniques
employing conditional questions to test ideas without committing to firm positions
- The bargaining process
exchanging concessions to reach mutually beneficial outcomes
- Resolving deadlock
techniques for navigating through impasses
- Handling price challenges
strategies to defend your position
- Finalising the deal
summarising agreements and closing to prevent expensive misunderstandings
Requirements
Given the extensive use of practical exercises in this course, a minimum of four participants and two facilitators are 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