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Negotiating Skills

1 Day

Introduction

Designed for those who are involved, or about to be involved, in the process of negotiating. This course is appropriate for technical, non-technical staff, sales negotiators and buyers.  In addition, those who compete with colleagues for budgets, resources and staff should attend.

Programme Objectives

The objective of the course is to develop the understanding and use of negotiating skills and to give practical guidelines on the necessary techniques and skills for achieving a win-win outcome and building future relationships in any negotiating situation.

Programme Content

Negotiating Situations

  • Recognising the Skills
  • Types of Negotiators

Negotiating for Win-Win Outcomes

  • Principles of Negotiation
  • The Principle of Exchange

Planning And Preparation

  • Wants and Needs
  • Classifying Priorities
  • Gathering Information and Assessing the Opposition

The Negotiating Process

  • Negotiating Styles
  • Making a Proposal
  • Negotiating one-to-one or in a Team
  • Suggestions for positive and negative negotiations
  • Phrasing your Proposal
  • Speaking of words … How to make them feel in control
  • Responding to the Proposal
  • Common Negotiating Tactics (and counter measures)

The Essentials Of Negotiation

  • Building Rapport

Keeping Composed

The Bargaining Process

  • Making and Seeking Concessions
  • Gambits and Ploys

Closing The Deal

  • Spotting the signals
  • Closing negotiations
  • Breaking deadlocks
  • Implementing decisions

Summary of Negotiating Skills

  • 101 Negotiating Tips

Personal Action Plan