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 Duration 14 hours

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.

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