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Course Outline

  • Discovering your personal negotiation style

Gaining insight into how your individual approach influences negotiation dynamics

  • Choosing between competitive and cooperative approaches

Determining the most effective strategy for specific situations

Applying creativity and flexibility to find alternative solutions and resolve issues

  • Managing expectations effectively

Mastering the preparation and opening phases of a negotiation

  • Leveraging non-verbal communication

Utilizing body language to support and reinforce your verbal message

  • Recognizing the critical role of preparation

Defining key actions to complete before negotiations begin

  • Rebalancing power dynamics

Identifying the distinct strengths and vulnerabilities of both parties involved

Defining what constitutes a successful outcome versus unacceptable terms

Uncovering the underlying interests and concerns driving a party's demands

  • Identifying key variables in the deal

Determining what you can afford to concede at minimal cost and what you seek in return

  • Formulating and defending proposals

Presenting and demonstrating value from the other party's perspective

  • Strategies for responding to counter-proposals

Articulating reasons for rejection and presenting alternative offers

Employing conditional questions to explore solutions without making binding commitments

  • Navigating the bargaining process

Exchanging concessions strategically to achieve mutually beneficial win-win results

  • Breaking through negotiation deadlocks

Applying techniques to navigate around impasses and keep discussions moving

  • Countering price challenges

Defending your position firmly when faced with pricing pressure

  • Closing the deal securely

Summarizing agreements and finalizing terms to prevent costly misunderstandings

Requirements

Given the extensive use of practical exercises, this course requires a minimum enrollment of four participants and the presence of two trainers to ensure effective delivery.

 14 Hours

Number of participants


Price per participant

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