COURSE OVERVIEW

All too often negotiations are seen as the battleground, where tactics and ploys have to be played out, and winning is the aim. The problem with winning is the relationship with the losers is damaged Alternatively they degenerate into a watered down compromise solution which ultimately satisfies neither side.
On this course delegates learn the different styles of negotiation and how by negotiating at a multi dimensional level instead of focusing on price bargaining they can achieve win/win outcomes. They learn how to adopt a collaborative style and how to use elegant tools and techniques with integrity and skill, to plan, trade effectively, break deadlock and achieve a positive outcome for both parties.
The programmes can be adjusted to suit different roles and all levels of experience

Objectives

By the end of this programme delegates will understand the process and structure of negotiation. They will learn the various tools and techniques and through practice and understanding develop skill and confidence in conducting more effective negotiations.

CONTENT

• When to negotiate and when not to
• Different styles of negotiation
• Protecting yourself from "win at all costs" and compromise tactics
• Effective negotiating behaviour
• Awareness of negotiation structure
• The customer perspective
• Trading effectively
• Wider positioning and more options
• Useful skills tools and techniques
• Getting what you want without damaging the relationship

Our courses are practical, lively and participative. There will be a minimum of 6 delegates but no more then 12 on any course so individual attention is assured. Participants will receive a full workbook covering all areas covered to use as reference for the future.