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.
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