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Course Outline

  • Identifying my personal negotiating style

recognizing your unique approach and its influence on negotiation dynamics

  • Competitive versus cooperative approaches

selecting the most effective strategy for the situation

  • The role of creativity and adaptability

exploring alternative solutions to complex problems

  • Managing expectations

effectively handling the pre-negotiation and opening phases

  • Non-verbal communication

leveraging body language to support and reinforce verbal messages

  • The critical role of preparation

essential steps to take before entering the negotiation

  • Adjusting the balance of power

assessing the strengths and vulnerabilities of both parties

  • Defining goals and objectives

clarifying what constitutes a successful outcome versus what is intolerable

  • Focusing on interests and concerns rather than demands

uncovering the underlying motivations and true priorities of the counterpart

  • Recognizing key variables

determining what can be conceded at minimal cost and what reciprocal value is sought

  • Formulating and substantiating proposals

presenting and demonstrating value from the other party's perspective

  • Handling incoming proposals

articulating why certain offers are unfeasible and constructing counter-offers

  • Strategic use of questions

employing conditional questions to explore solutions without committing to firm terms

  • Mastering the bargaining process

exchanging concessions to create mutual value

  • Resolving deadlock

techniques to navigate past impasses

  • Countering price challenges

strategies to defend your position firmly

  • Finalizing the agreement

summarizing key points and closing effectively to prevent costly misinterpretations

Requirements

Given the intensive number of exercises involved, this course requires a minimum of four delegates and two trainers to function effectively.

 14 Hours

Number of participants


Price per participant

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