Effective Negotiating & Bargaining

TBS/70
Objectives:
By the end of the course delegates will be able to:
· Identify work situations where negotiation and influencing skills are required.
· Plan and prepare a case for negotiation.
· Consider behaviour concerns and conflict.
· Review personal negotiating and influencing styles.
· Bargain effectively, maintaining an open dialogue and achieving a successful agreement.
Content:
· Principles of negotiation.
· Negotiation behaviour.
· Power and influence.
· Preparation and planning.
· Personal style.
· Active listening skills.
· Rapport and body language.
· Questioning techniques.
· Objectives for effective negotiation.