Course Outline
- Understanding my personal negotiation style
analysing your individual approach and its influence on negotiation outcomes
- Competitive versus cooperative approaches
determining the most suitable strategy for specific situations
- The value of creativity and adaptability
exploring alternative solutions and problem-solving techniques
- Managing expectations
effectively handling the preparation and opening phases of a negotiation
- Non-verbal communication
utilising body language to strengthen verbal messages
- The critical role of preparation
key steps to complete before entering the negotiation
- Shifting the balance of power
recognising the strengths and weaknesses of all parties involved
- Defining goals and objectives
establishing clear benchmarks for acceptable and unacceptable outcomes
- Focusing on interests and concerns beyond surface-level demands
uncovering the underlying priorities and motivations of the other party
- Identifying variables
determining what can be conceded with minimal cost and what reciprocal value is desired
- Formulating and substantiating proposals
presenting and demonstrating value in a manner relevant to the counterparty
- Handling incoming proposals
articulating why certain terms are unsuitable and presenting counter-offers
- Effective use of questioning
employing conditional questions to explore solutions without immediate commitment
- The bargaining process
exchanging concessions to secure mutually beneficial results
- Resolving deadlocks
strategies for navigating through impasses
- Addressing pricing challenges
techniques for defending your position effectively
- Finalising the agreement
summarising key points and closing to prevent costly misunderstandings
Requirements
Given the extensive practical component of this programme, a minimum of four participants and two trainers are required to ensure an effective learning environment.
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