Objective:
This course aims to build your confidence and effectiveness in a range of negotiation situations. By the end of the course you will:
- Understand and appreciate the wide variety of positive negotiating opportunities that are available in your work and personal life.
- Develop an insight into the structure of negotiations and the critical elements involved.
- Be able to systematically prepare for negotiation.
- Recognise and practice effective negotiation strategies and tactics.
Content:
- The Structural Approach to Negotiation
- Needs in the Negotiation
Yours, Theirs, Organisational, Personal
- Negotiation Styles
Cooperative versus Competitive, Style Flexibility
- The Negotiation Climate
Time, Place, Emotion, Communication
- Negotiation Strategy
Time Available, Short v Long Term / Relationship
Commitment / Context, Team v Individual
- Tactics
Tactics or Tricks? Counter Tactics, Practice
- Phases of the Negotiation
Preliminary, Opening, Diagnosis, Closing
For Whom:
Anyone required to negotiate as part of their role.
Duration:
2 days