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Learn how to:

·         Understand the negotiation process

·         Develop and practice your negotiation skills

·         Apply new techniques of negotiation

·         Be a successful negotiator

Key Objectives:

·         Provide a theoretical framework, enabling participants to both understand various tactics used when negotiating and gain the confidence to apply these tactics to suit different circumstances

Key subject areas include:

·         Introduction

Definition, types of negotiation, uses of negotiation, overlap with communication

·         Fundamentals of negotiation

The core of the process, variables, power to influence, the rules, the point of balance, bridges of rapport, trading concessions, money matters

·         Preparation

Seven key stages, group negotiations Rehearsal

·         Ten Techniques to Keep Ahead

Methods for use throughout the process

·         Managing the Process

The plan, organization, a good start, clear communication, managing the discussion

·         Interpersonal Behaviour

The way you do things, personal manner, verbal signs, keeping control, behavioural ‘ploys’, responses

·         Summary Checklists

Principles of negotiation and tactics of negotiation

By the end of the course participants will be able to

·         Establish outcomes and criteria for success

·         Learn what negotiation is all about

·         Exercise negotiation as a process - four stages and methods

·         Practice all the negotiation tactics

·         A confidential self-analysis of their style of negotiation