Negotiating: tying the knot

The aim
To give staff at all levels the skills to achieve an equitable outcome to any negotiation.


About the programme
Wherever two people get together to do a deal, there's the possibility that at least one will end up feeling cheated, angry or resentful, even though both set out believing that they could achieve a mutually beneficial solution.
The programme defines and illustrates the three main stages of a negotiation, using the analogy of the developing relationship between two people.
In the case of marriage, the aim is not for either side to win but to reach a mutually beneficial arrangement. Stage by stage, the main characters negotiate their way to the altar in scenes that illustrate the training points defined by the presenter.
The programme shows various techniques and body language that can be employed and how emotional behaviour leads to totally unproductive rows. There are also textbook demonstrations of how to deal with threats and ultimatums and to overcome deadlocks. These easy-to-understand and well-demonstrated training points are invaluable for everyone, especially anyone in regular contact with customers and suppliers.


Key outcomes
-Will equip you to negotiate beneficially in any situation
-Learn how to establish aims, priorities and bottom lines - and work out which points are subject to negotiation


Programme includes:
DVD (31 mins)
Course leader's guide
Delegate worksheets on disc
Powerpoint slides on disc
Self-study workbook on disc


Information:
A Video Arts production featuring Dawn French, Neil Flynn and Trevor Phillips. Release date: 1995

Learning-chapters

• An introduction to negotiations
• Don't assume, ask
• Look for variables
• Stay neutral, stick to the facts
• Get the whole list
• Summary of what negotiation is about
• Pitch High
• Trade, don't concede
• Don't agree to separate parts
• Summary of the negotiating see-saw
• Avoid threats and ultimatums by asking 'what if?' questions
• A fair deal for both sides
• Summary

Learning-chapters

• Trailer
• Pre-test
• Introduction
• What's being negotiated?
• The negotiating see-saw
• When things go wrong
• Summary

We provide access to full tracking and reporting so you can keep up-to-date with the learner's progress. All our courses are fully SCORM-compliant for use with learning management systems and virtual learning environments.