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Introduction Aggressive negotiators consistently perform less well than those with collaborative negotiating styles; but the perceived danger when using this approach is that they may be thought to be attempting to negotiate from a position of weakness. This workshop explores how using key communication skills, in four critical areas, Initiating, Reacting, Clarifying & Controlling, enables the negotiator to be assertive without being confrontational, flexible without appearing weak and firm without appearing intransigent. Methodology Formal presentations are followed by practical case studies and skills practice sessions in which the delegates demonstrate and understanding of, and the ability to put into practice, each major learning point.

Introduction Aggressive negotiators consistently perform less well than those with collaborative negotiating styles; but the perceived danger when using this approach is that they may be thought to be attempting to negotiate from a position of weakness. This workshop explores how using key communication skills, in four critical areas, Initiating, Reacting, Clarifying & Controlling, enables the...

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