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 Duration 14 hours

Course Outline

  • Identifying your personal negotiation style

Understanding your unique approach and how it influences negotiation dynamics

  • Competitive vs. Cooperative approaches

Determining the most effective strategy for the situation

  • The role of creativity and flexibility

Exploring alternatives and collaborative problem-solving

  • Managing expectations

Navigating pre-negotiation phases and setting the right opening tone

  • Non-verbal communication

Leveraging body language to reinforce verbal messages

  • The critical importance of preparation

Essential steps to take before the negotiation begins

  • Shifting the balance of power

Analysing the strengths and weaknesses of both parties

  • Defining goals and objectives

Clarifying acceptable outcomes and non-negotiable limits

  • Focusing on interests and concerns beyond surface demands

Uncovering the underlying motivations and priorities of the other party

  • Identifying key variables

Determining what can be conceded at minimal cost and what value to seek in return

  • Crafting and justifying proposals

Positioning your offer and demonstrating value in the other party's terms

  • Responding effectively to proposals

Explaining why certain terms are unsuitable and presenting counter-proposals

  • Strategic use of questions

Using conditional questions to test potential solutions without making firm commitments

  • The bargaining process

Trading concessions strategically to achieve win-win outcomes

  • Breaking deadlocks

Tools to navigate impasses and move negotiations forward

  • Addressing price challenges

Techniques for defending your position firmly and effectively

  • Closing the deal

Summarising agreements and ensuring a clear close to avoid costly misunderstandings

Requirements

Given the extensive practical component of this workshop, a minimum of four delegates and two trainers are required to participate effectively.

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Testimonials (4)

Provisional Upcoming Courses (Require 5+ participants)

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