It's a deal

The aim
To teach the techniques required for successful negotiating.


About the programme
You need complete confidence, good planning and thorough preparation to negotiate well. Fortunately, these are skills you can acquire and improve.

Based on research into effective negotiation techniques, this drama-based programme features a typical negotiation, taking a two-phase approach: preparation and bargaining. It clearly demonstrates how effective preparation and bargaining will give you the required result, leaving both parties feeling that they have got a good deal.
The techniques will not only build your confidence so you can control and enjoy negotiations, they also allow you to be flexible and anticipate all eventualities - and enable you to avoid a stalemate.

Each phase is broken down into easily managed modules,providing a framework that you can apply to every negotiation. You can also use it to train your staff to take negotiations from the initial planning stages through to a successful win-win outcome.


The key outcomes
-Acquire and improve the key skills required for consistently successful negotiating
-Builds confidence and flexibility, essential for closing a win-win deal


Programme includes:
DVD (28 mins)
Self-study DVD (28 mins)
Training notes
Self study workbook


Information:
Produced by BBC Worldwide Ltd 1998 © Video Arts.

Learning-chapters

• The need for negotiation
• Preparing and bargaining
• Win-win negotiation
• Set objectives
• Putting yourself in their shoes
• Determine fallback positions
• Priortise tradeables
• Set the best and worst limits
• What if?
• Summary of preparation skills
• Bargaining phrase
• Getting issues on the table
• Ask questions
• Clarifying
• Trading concessions
• Information often gives power in negotiation
• Conclude
• Summary of bargaining skills