ETI’s two-day Negotiating Skills course will enable participants to:
- Understand the principles and practices of negotiating
- Identify negotiating situations
- Identify negotiating styles
- Identify their own negotiating style and recognise occasions when relating style to situational need is beneficial
- Implement non-verbal communication techniques
- Demonstrate assertiveness techniques in order to maintain ground
- Develop an effective face-to-face selling strategy
Content
The course uses detailed case studies and role plays which, supported by cctv and video examples, enable participants to practise an extensive range of negotiating behaviours.
Delegates are given individual feedback and remedial exercises where appropriate.
The approach is workshop-based with the following skills integrated into a series of case studies and role plays, as follows:
DAY ONE WORKSHOP
These skills will be delivered by a series of role plays & case studies
Preparation
Bargaining
Setting win-win objectives
Deciding our fall back position
Best alternatives
Prioritising concessions
DAY TWO WORKSHOP
These skills will be delivered by a series of role plays & case studies
Clarifying
Paraphrasing
Summarising
Bargaining
Trading concessions
Concluding