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 Duration 14 hours

Course Outline

  • Identifying my personal negotiation style

Gaining insight into your unique approach and its effect on negotiations

  • Competitive versus cooperative approaches

Determining the most suitable strategy to adopt

  • The necessity of creativity and adaptability

Exploring alternative solutions and problem-solving techniques

  • Managing expectations

Handling the pre-negotiation and opening phases effectively

  • Non-verbal communication

Leveraging body language to reinforce verbal messages

  • The critical role of preparation

Essential steps to take before negotiations begin

  • Adjusting the balance of power

Recognizing the strengths and weaknesses of all parties involved

  • Defining goals and objectives

Clarifying acceptable outcomes and unacceptable limits

  • Focusing on interests and concerns rather than demands

Uncovering the underlying motivations and priorities of the other party

  • Identifying variables

Determining what can be offered at minimal cost and the desired return

  • Formulating and justifying proposals

Positioning and demonstrating value from the other party’s perspective

  • Responding to counter-proposals

Explaining rejections and developing counter-offers

  • Strategic use of questions

Using conditional questions to test solutions without firm commitment

  • The bargaining process

Exchanging concessions to reach mutually beneficial results

  • Resolving deadlocks

Employing tools to navigate impasses

  • Addressing price challenges

Defending your position effectively

  • Securing the agreement

Summarizing and closing to prevent costly misunderstandings

Requirements

Given the extensive use of practical exercises in this programme, a minimum of four participants and two trainers are required.

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