Negotiation Skills

Participants learn best by incorporating their personal experiences with training and by applying what they learn to real-life situations. Our experienced facilitators incorporate a variety of accelerated learning techniques, role-plays, simulations, discussions and lectures within each course. This ensures that the learning will appeal to all learning styles and will be retained.

Programme Modules

  • Module One: Effective Negotiators Prepare

When do you negotiate? Identify and create negotiable moments. Case study: The battle for the budget. Understand yourself. Understand the other side. Develop your alternatives.

  • Module Two: Effective Negotiators Listen

Be a good listener. Listen to build a relationship. Uncover “hidden” messages. What do you do with what you hear? Maintaining your composure.

  • Module Three: Effective Negotiators Persuade

Your roadmap. Acknowledge mutual needs. Be silent. Concede on unimportant items. Apply your leverage appropriately. Deflect “dirty” tactics . Respond ethically but assertively. End the negotiation.

Key Learning Benefits

  • Develop an effective plan and strategy for any negotiation
  • Recognize interests and issues and avoid unnecessary positions
  • Become more persuasive
  • Use techniques that draw information from the other party
  • Minimize conflicts and deadlocks
  • Ask and answer questions to control the negotiations
  • Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations
  • Create a list of concessions that can be “given” during the negotiation to use as bargaining tools
  • Read body language, facial expressions, and other signals to uncover “hidden” messages
  • Neutralize manipulative tactics
  • Maximize closure opportunities

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