Course Outline
- Defining your personal negotiating style
Analysing your individual approach and its specific impact on negotiation dynamics
- Choosing between competitive and cooperative approaches
Determining the most effective strategy for each situation
- The role of creativity and flexibility
Exploring alternative solutions and resolving complex issues
- Managing expectations
Mastering the pre-negotiation phase and the opening moves
- Leveraging non-verbal communication
Utilising body language to reinforce and support verbal messages
- The critical importance of preparation
Essential steps to take before negotiations begin
- Adjusting the balance of power
Identifying the key strengths and vulnerabilities of all parties involved
- Setting goals and objectives
Defining what constitutes a successful outcome versus an unacceptable one
- Focusing on interests and underlying concerns
Looking past surface-level demands to understand what truly matters to the counterparty
- Identifying key variables
Determining what can be conceded at minimal cost and what value should be sought in return
- Formulating and justifying proposals
Positioning your offer to demonstrate value in the other party's terms
- Strategies for responding to proposals
Articulating why certain terms are unacceptable and developing strong counter-proposals
- The strategic use of questions
Employing conditional questions to test potential solutions without making binding commitments
- The mechanics of the bargaining process
Exchanging concessions strategically to achieve mutually beneficial, win-win results
- Resolving deadlocks
Applying practical tools to navigate and overcome impasses
- Handling price challenges
Techniques for effectively defending your position
- Finalising the agreement
Summarising key points and closing the deal to prevent costly misunderstandings
Requirements
Given the extensive practical nature of this course, which relies heavily on hands-on exercises, a minimum cohort of four delegates and two trainers is mandatory 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
