Negotiating Skills

Successful neogitation is essential when striving to reach agreements, overcome performance obstacles & achieve successful mutual outcomes. This workshop is aimed at developing key negotiating skills, approaches & attitudes & is suitable for any staff who need to negotiate resources, specifications, cost or prices with internal or external contacts. The emphasis is on practical insights, tips & techniques, which can be used in a variety of situations - formal & informal, internal & external.

Course Content

Principles of Negotiation
· The importance of negotiation
· Types of negotiation
· Negotiation strategies and outcomes
Preparing to Negotiate
· Essential information
· Knowing where each side is coming from and aiming for
· Making a "shopping list"
· Identifying alternative options
Approaches to Negotiation
· Sources of power
· Relative "buyer" and "seller" strengths
· Negotiating "one to one" or in teams
· Appropriate behaviour and persuasiveness
During Negotiation
· Types and uses of questions
· Offers and proposals
· Interpreting concession patterns
· Signals and meanings
· Avoiding traps by using and dealing with tactics
· Closing
Practical Application
· Characteristics of successful negotiation and skilled negotiators
· Preparing and conducting a "one to one" negotiation