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 Duration 14 hours

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.

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