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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.

 14 Hours

Number of participants


Price per participant

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