Course Outline
- Defining your personal negotiation 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 value of creativity and adaptability
Exploring alternative solutions and collaborative problem-solving
- Managing expectations effectively
Handling the preparation and opening phases of the negotiation
- Leveraging non-verbal communication
Utilising body language to reinforce verbal messages
- The critical role of thorough preparation
Key actions to take before negotiations begin
- Adjusting the balance of power
Assessing the strengths and vulnerabilities of both sides
- Clarifying goals and objectives
Defining acceptable outcomes and non-negotiable limits
- Focusing on underlying interests rather than surface demands
Uncovering what is truly important to the counterparty behind their stated demands
- Identifying key variables in the deal
Determining what can be conceded at minimal cost and what value to seek in return
- Constructing and substantiating proposals
Positioning your offer and demonstrating value from the other party’s perspective
- Reacting strategically to counter-proposals
Articulating why certain terms are unacceptable and presenting alternatives
- The strategic use of questioning
Employing conditional questions to test potential solutions without binding commitments
- The dynamics of the bargaining process
Exchanging concessions to create mutually beneficial win-win results
- Breaking through deadlocks
Applying tools to navigate around impasses
- Handling pricing challenges
Defending your position effectively
- Finalising the agreement
Summarising and closing to prevent costly misunderstandings
Requirements
Given the extensive practical component of this course, a minimum group size of four participants and the presence of 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