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.
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