NEGOTIATING SKILLS

Objectives

This 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

Duration: 2 days

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

Negotiating Skills, continued …

DAY TWO WORKSHOP

These skills will be delivered by a series of role plays & case studies

  • Clarifying
  • Paraphrasing
  • Summarising
  • Bargaining
  • Trading concessions
  • Concluding

End of Course