Negotiating Skills

Course Description

Negotiating skills are vital in the modern business environment, but many people feel uncomfortable negotiating a workable solution using other
tactics such as competition, accommodation or avoidance. The results of an
unsuccessful negotiation may not be apparent immediately, but they
appear in the long-term relationship between the counterparties.
This course focuses on negotiating a win-win solution in the knowledge that this improves long-term business relationships.

Win-win negotiating is a process by which two counterparties identify
mutually acceptable decisions and agree outcomes that define the nature of their future interactions. It is a process that normally means starting with one position and then giving elements of it up to move to a different
position.

Learning Objectives

By the end of the course, delegates will be able to

• prepare a negotiation effectively

• research and prepare for negotiations

• define clear negotiation objectives, including a BATNA (Best Alternative to a Negotiated Agreement)

• evaluate their counterparties through verbal and non-verbal communication

• establish and maintain a positive negotiating environment

• identify trading currencies

• bid, bargain and close a deal

• manage the emotional dimension of negotiations

Target Audience

Anyone who has to negotiate with suppliers or customers, both internal and external. Bearing in mind that negotiating is a universally important skill in modern business, the course is in fact appropriate for anyone and is adapted to the level of the delegates.

Duration

1 or 2 days for up to 12 participants