Negotiation Skills Training Course

• What is my personal negotiating style?

- understanding your individual style and its impact in negotiations

• Competitive or cooperative?

- knowing the right approach to adopt

• The need for creativity and flexibility

- seeking alternatives and solving problems

• Expectation management

- how to manage the pre-negotiation and opening stages

• Non-verbal communication

- using body language to reinforce what we say

• The importance of preparation

- what you need to do before the negotiation commences

• Shifting the balance of power

- identifying the strengths and weaknesses of both parties

• Goals and objectives

- what does good look like and what is unacceptable?

• Looking beyond demands to interests and concerns

- find out what lies behind demands and what really matters to the other party

• Identifying variables

- what can we conceed at the lowest cost to us and what do we want to get in return?

• Making and justifying proposals

- positioning and demonstrating value in their terms

• How to respond to proposals

- explaining why it's unacceptable and making counter proposals

• Use of questions

- using conditional questions to test solutions without making firm commitments

• The bargaining process

- trading concessions to achieve win/win outcomes

• Dealing with deadlock

- tools to help you navigate around impasses

• Responding to price challenges

- how to defend your position

• Securing the deal

- summarising and closing to avoid costly misunderstandings