Negotiation
Duration: 1 day
Delegates will learn that successful negotiation can be a thoroughly enjoyable and satisfying skill. The enjoyment stems from the complex and infinite mix of participants, desired outcomes and verbal ‘ping-pong' that can take place. There are certain nationalities that consider it an art form and operate the Pareto rule i.e. 80% preparation and 20% negotiation. The people who use this approach are often the most successful.
The day is split into 3 main sections:
- Preparing for negotiation
- Conducting negotiation
- Closing a negotiation
Objectives
By the end of the programme delegates will be able to:
- Describe how to prepare for negotiation.
- Understand the types of negotiation.
- Plan the negotiation strategy.
- Explain the 3 golden rules when conducting a negotiation.
- Describe how to close the negotiation.
Programme Outline
- What is negotiation?
- Different types of negotiation.
- What makes a good negotiator?
- Needs and wants.
- The process
- Defining your goals.
- When to negotiate for the best outcome.
- The importance of assertiveness.
- Seeing the other side - fair not foolish!
- Top tips for success
- Mistakes to be avoided.
- Action Plans
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