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Course Outline

  • What is my personal negotiating style?

Exploring your individual style and its influence during negotiations

  • Competitive or cooperative?

Determining the most effective approach to adopt

  • The need for creativity and flexibility

Exploring alternative solutions and problem-solving methods

  • Expectation management

Managing the pre-negotiation and opening phases effectively

  • Non-verbal communication

Utilizing body language to reinforce verbal messages

  • The importance of preparation

Essential actions to take before negotiations begin

  • Shifting the balance of power

Recognizing the strengths and weaknesses of all parties involved

  • Goals and objectives

Defining success and identifying unacceptable outcomes

  • Looking beyond demands to interests and concerns

Uncovering the underlying motivations behind demands and what truly matters to the counterparty

  • Identifying variables

Determining low-cost concessions and desired return values

  • Making and justifying proposals

Positioning and demonstrating value from the counterpart's perspective

  • How to respond to proposals

Explaining why certain terms are unacceptable and presenting counter-proposals

  • Use of questions

Employing conditional questions to test solutions without making definitive commitments

  • The bargaining process

Exchanging concessions to achieve mutually beneficial win-win outcomes

  • Dealing with deadlock

Using tools to navigate past impasses

  • Responding to price challenges

Strategies for defending your position

  • Securing the deal

Summarizing and closing to prevent costly misunderstandings

Requirements

Given the extensive use of practical exercises, this course requires a minimum of four participants and two trainers.

 14 Hours

Number of participants


Price per participant

Testimonials (4)

Provisional Upcoming Courses (Require 5+ participants)

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