Course Outline
- Assessing your personal negotiation style
Recognizing your unique approach and understanding its influence on negotiation outcomes
- Competitive versus cooperative approaches
Determining the most appropriate strategy for each scenario
- The value of creativity and adaptability
Exploring alternative solutions and tackling complex problems
- Managing expectations
Effectively handling the pre-negotiation phase and initial discussions
- Non-verbal communication skills
Leveraging body language to reinforce and validate your verbal messages
- The critical role of preparation
Essential steps to take before negotiations begin
- Shifting the balance of power
Analyzing the strengths and weaknesses of both parties involved
- Defining goals and objectives
Clarifying what constitutes a successful outcome and identifying deal-breakers
- Focusing on interests and underlying concerns
Looking past surface-level demands to understand what truly matters to the other party
- Identifying negotiable variables
Determining what you can offer at minimal cost and what you aim to gain in return
- Crafting and justifying proposals
Positioning your offer to demonstrate value from the counterparty's perspective
- Responding to incoming proposals
Explaining objections clearly and developing effective counter-proposals
- Strategic use of questioning
Utilizing conditional questions to explore solutions without binding yourself to commitments
- The mechanics of bargaining
Exchanging concessions to secure mutually beneficial results
- Resolving deadlocks
Applying techniques to overcome impasses and keep negotiations moving forward
- Handling price challenges
Strategies to firmly defend your position and value
- Closing the deal
Summarizing agreements and finalizing terms to prevent costly misunderstandings
Requirements
Because this course features a substantial number of practical exercises, it requires a minimum of four participants and two instructors to ensure an effective learning environment.
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
