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.
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