Negotiation Skills

OBJECTIVES:

By the end of the course, delegates will be able to:

1. Plan and prepare for an effective negotiation
2. Understand and use the structure for an effective negotiation
3. Use quality questioning techniques to obtain information and find common ground
4. Propose and bargain appropriately
5. Close the deal

PROGRAMME:

• What is negotiating?
• The four phase model for the negotiating process
• Identifying key negotiating skills
• Preparation for negotiating
• Seeing the other side
• Questioning and listening
• Negotiating a range of variables
• Moving to agreement
• Agreeing what has been agreed

METHODOLOGY

Theory, tutor led discussion, syndicate work and practical exercises.

DURATION

This can be run as a one or two day programme.

One day will contain all the fundamental theory work and a little practice. Two days will include all the above plus a chance to refine specific skills and practice with real issues.