Loader

Course Description

Everything is negotiable. This is a fundamental philosophy in business and today's professional business-person needs to have the skills and understanding in this area to ensure a satisfactory outcome for everyone. Negotiating skills and abilities are of primary importance for everyone whose role it is to interface and achieve outcomes through the actions of others - these skills are invoked daily by individuals at all levels in an organisation who are involved in both internal and external discussions. From simple extensions of a project plan to company-level/ International commercial agreements, negotiation is a major factor in bottom-line profitability. Win/Win negotiating takes dominance out of the picture and substitutes skills that will allow outcomes that are acceptable to all concerned - and ensure there is a platform in the future for more positive and continuing relationships. Objectives Key Outcomes and Benefits - Be aware of the key stages in the negotiation process. - Understand the characteristics of successful negotiators. - Recognise the need for preparation before negotiation. - Be able to use, recognise and counter negotiation techniques and tactics. - Recognise the strengths of negotiating skills against using 'might is right' approach or discussion dominance - Recognise the importance of questions, listening and summarising skills during an negotiation. - Be better able to achieve negotiated outcomes that favour you, your organisation - and the other person(s) involved. Course Content Win/Win Negotiating - For All Professionals The Process of Negotiation - What is it? A Five Stage Model The Difference between Selling and Negotiation Should You Use Power or Personality WIN/win or win/WIN - Why Use It? The Negotiating 'Continuum' The TKI conflict mode self assessment The Role Of Negotiating different business contexts The Components of Win/Win Negotiations The Qualities of Excellent Negotiators Why You Can Become Good At Negotiating Preparation When do you Start? Establishing your Position/Alternatives Investigation Analysing their Objectives/Situation Agreeing the Process Proposing Developing your Strategy The Benefits of Team Approach Setting Alternatives Making Proposals Bargaining Bargaining and Conceding Successfully The Psychology of Bargaining The 'If Then Rule' 10 Negotiating Tricks and Tactics - How to use and counter them Deadlocks - How to Break them Closing Recognising an Agreement Timing Your Close Monitoring the Agreement

Everything is negotiable. This is a fundamental philosophy in business and today's professional business-person needs to have the skills and understanding in this area to ensure a satisfactory outcome for everyone. Negotiating skills and abilities are of primary importance for everyone whose role it is to interface and achieve outcomes through the actions of others - these skills are invoked...

Read More

Related Courses