Course Outline
- Identifying your personal negotiation style
recognizing how your individual approach influences negotiation dynamics
- Competitive vs. cooperative approaches
determining the most effective strategy to employ
- The role of creativity and adaptability
exploring alternatives and resolving issues effectively
- Managing expectations
handling the initial phases of pre-negotiation and opening statements
- Non-verbal communication techniques
leveraging body language to reinforce your message
- The critical role of preparation
essential steps to take before the negotiation begins
- Adjusting the balance of power
assessing the strengths and vulnerabilities of both sides
- Defining goals and objectives
establishing clear criteria for success and non-negotiable limits
- Focusing on interests and concerns beyond surface-level demands
uncovering the underlying motivations and priorities of the other party
- Identifying key variables
determining what can be conceded at minimal cost and what value to seek in exchange
- Formulating and substantiating proposals
articulating and demonstrating value from the other party's perspective
- Strategies for responding to proposals
articulating reasons for rejection and offering counter-offers
- The strategic use of questions
utilizing conditional inquiries to explore solutions without committing firmly
- The bargaining process
exchanging concessions to reach mutually beneficial agreements
- Resolving deadlocks
utilizing techniques to navigate around impasses
- Addressing price objections
defending your position effectively
- Finalizing the deal
summarizing agreements and closing to prevent costly misinterpretations
Requirements
Given the extensive number of hands-on exercises included, the course requires a minimum of four participants and two facilitators.
Testimonials (4)
A lot of practical examples, practical approach to the topic, a lot of useful information, trainer is excellent
Irena
Course - Negotiation Skills
The exercises were amazing. The interaction was very friendly. I learned a lot. We concentrated on all the point and for all the unclear point, everything was answered.
VILCU DAN
Course - Negotiation Skills
Let's Trainee to share case& play role.
Dalailuck - Babcock Power (Thailand)
Course - Negotiation Skills
SAMART Goal and Negotiation Concept