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.
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