Course Outline
- Identifying your personal negotiating style
Recognising your individual approach and understanding how it influences negotiation dynamics
- Choosing between competitive and cooperative approaches
Determining the most effective strategy to adopt in different scenarios
- The role of creativity and flexibility
Exploring alternative solutions and resolving complex issues
- Managing expectations
Handling the pre-negotiation and opening phases effectively
- Non-verbal communication
Using body language to reinforce and align with your verbal messages
- The value of thorough preparation
Key actions to take before entering the negotiation process
- Shifting the balance of power
Assessing the strengths and vulnerabilities of all parties involved
- Defining goals and objectives
Establishing what constitutes a successful outcome and identifying deal-breakers
- Focusing on interests and concerns rather than demands
Uncovering the underlying motivations and priorities of the other party
- Identifying variables for negotiation
Determining what you can afford to concede at minimal cost and what value you seek in return
- Crafting and justifying proposals
Presenting and demonstrating value in terms that resonate with the other party
- Responding to proposals
Articulating reasons for rejection and developing compelling counter-proposals
- The strategic use of questions
Employing conditional questions to test potential solutions without making premature commitments
- The bargaining process
Exchanging concessions to achieve mutually beneficial win-win results
- Overcoming deadlock
Utilising tools to navigate around stalemates and impasses
- Addressing price challenges
Techniques for defending your position effectively
- Securing the deal
Summarising agreements and closing the negotiation to prevent costly misunderstandings
Requirements
Given the extensive practical component of this course, a minimum group size of four participants and the presence of two facilitators are required to ensure a productive 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
