Negotiation Skills

Overview

This negotiation skills course teaches delegates the principles of negotiation and techniques to achieve successful negotiations.

Target Audience

Any individual who would like to develop the necessary skills and techniques required to achieve successful negotiations.

Outcomes

To understand the difference between negotiation, submission, deadlock and problem-solving
To know when to negotiate
To understand your variables and where to trade concessions
To develop communication skills for negotiation
To understand the key principles: fairness, your strength, win-win
To develop options using ‘What if’ questions
To use negotiation techniques such as, expanding the pie, going to the balcony and BATNA

Course Contents

The contents may include the following topics:

The definition of negotiation
Scenarios to examine the difference between negotiating, submission, deadlock and problem-solving
Variables and Concessions
Negotiating Principles
Negotiating Techniques
Real life customer scenarios to practice negotiating skills