Course Outline

We blend a mix of negotiation theory, group discussions and role playing in to a fun, interactive and fast paced course.

We provide toolkits and frameworks covering our courses to show practical ways of translating theory and practice into successful real world negotiation.

Negotiation theory is then backed up by practical role plays to practice the theory learnt. These sessions can be recorded to highlight both good practice and areas that need additional work.

Introduction

Defining Negotiation – what it is and what it is not.

When not to Negotiate

The problem with reasoned argument & logic

Opening Gambits

Power & when to use it

Negotiation Strategy

Win:Win & Win:Lose

Deploying Creativity

Creating Value through Negotiation

Negotiation Behaviours

Personal Comfort Zones

Negotiating Preferences

- Identifying my Style

- Identifying other's Styles

- Dealing with ego's

The Do's & Don'ts of Negotiating

Body Language & Observational skills

Identifying your own strengths and weaknesses

Practical Negotiating

Teamwork & Roles

The 3 Phases of Negotiating

When to walk away?

Concessions & Closing the Deal

Environment & Atmosphere

Dirty Tricks & Ploys

Dealing with Deadlocks & Difficult Negotiators

Keeping a record of progress

Adjournments – how and when to use them

Effective Planning & Preparation

Setting Targets & Limits

Realistic Settlement Zone

Identifying the next best alternative

Analysing your counterpart

Negotiating from a position of weakness

Constraints on your negotiation

Cultural Differences

International differences

Organisational differences

Impact of culture on your Strategy