Fundamental Skills of Successful Negotiations
The aim is to provide delegates with an awareness of Negotiation as a structured process.
The training will assist delegates to understand the necessity of
ensuring adequate preparation, how to establish relationships and
obtain information through discussions before proposing solutions and
striking the bargain to achieve closure. The delegates will be
introduced to the concept of team roles and the use of strategy and
tactics. A variety of forms of questioning will be reviewed and the
conditional proposal will be explored. The establishment of entry and
exit positions will be reviewed and the process of trading up will be
considered. Delegates will understand the importance of non-verbal
communication and its place in the communication methodology throughout
the negotiation process.
The topics covered include:
The 4 phase structured approach to negotiation
- Information needs
- Negotiating position
- Team negotiation - roles
- Strategy and tactics
- Conducive environment
- Relationship building
- Forms of questions – open, closed, comparative
- The conditional proposal - "If/then..."
- Degrees of freedom
- Bargain and close
- Trading up
- Non-verbal communication
- Negotiating styles and tactics
- Use of time
The module is scheduled for 1 day.
Contact us to find out more about prices and locations or to discuss your unique requirements.