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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.

 14 Hours

Number of participants


Price per participant

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