This very stimulating workshop introduces the skills required for taking part in successful negotiations. It introduces a systematic approach to preparing and conducting negotiations at all levels.
On this course you will analyse case studies, discuss real life experience and take part in simulations.
After this one-day workshop you will be able to:
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negotiate with greater confidence |
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influence positively the outcomes of your negotiations |
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achieve win-win outcomes in negotiations |
You can expect to:
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apply a systematic approach to preparing for a negotiation |
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learn how to avoid common negotiating mistakes |
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practice putting your views across in non-confrontational ways |
Introduction
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What is negotiation? |
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When is negotiation a good idea? |
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The four elements of an effective negotiation |
Element one: Interests
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The difference between positions and interests |
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Identifying and prioritising your interests |
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Common mistakes when handling interests |
Element two: Options
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Generating and evaluating possible options |
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Identifying your ideal outcome |
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Common errors when generating options |
Element three: Criteria for Fairness
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Establishing and agreeing criteria |
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Common pitfalls when evaluating fairness |
Element four: Commitment
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What to consider when closing a deal |
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Ways to close a deal successfully |
This course is for managers, executives, buyers, procurement officers and other staff who have to negotiate as part of their job.
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