Effective Negotiation Course
Essential skills for successful negotiations |
Download in printable
PDF format
Quick Links to Other Soft Skills Courses
- Effective Business Writing
- Project Management
- Time Management
- Increase Your Personal Effectiveness
- Effective Team Building
|
Duration:
1 day
Prerequisites:
None |
About the Course
Everyday life requires us to negotiate all sorts of things from deadlines for our work through to buying a new car. This course provides you with some essential skills for getting what you want from negotiations.
Course Content
Preparing to Negotiate
The most important stage of any negotiation, the better prepared you are the easier it will be to achieve your objectives. In this topic we look at:
-
Objective setting
-
Understanding the other party
-
What you would like to get from the negotiation and what you will accept
-
What can you concede and at what cost to me/ value to the other side
Negotiation Structure
A negotiation structure provides a framework for uncovering the needs, trading concessions and coming to agreement. The stages are rapport, analysis, debate, propose, agree and close.
Negotiator’s Personal Skills
An effective negotiator must have good communication skills. We look at ways to improve your skills in:
-
Listening
-
Questioning
-
Note taking
-
Summarizing/feedback
Tools for Negotiation & Sources of Power
In this module we look at tools you can use in negotiation including silence, deferring to another authority, adjournments, summarizing, signs and signals and authority. When you come to the table, you need to have as much power as possible behind you. Sources of power include product/industry knowledge, time, credibility and commitment.
Opposition Tactics
You are not the only one in the negotiation that will be jockeying for position. We will look at some tactics that might be used against you and how to combat them. Tactics might include things such as “the other/better offer” from a competitor, “the walk away” forcing you to take it or leave it, or “high ball/low ball” where your opponent leads you to believe you are totally off track.
Who Should Attend?
Anyone who wants to be more successful personally and professionally |
