COURSE OUTLINE

LEARNING OUTCOMES

Learn how to prepare for, execute, evaluate and improve your negotiating skills

WORKSHOP TOPICS

NEGOTIATION

  • Every business encounter is a potential negotiation
  • The elements of negotiation: value, information, awareness

THE PROCESS OF NEGOTIATION

  • Identify different negotiation approaches and tactics
  • The phases of a typical negotiation

INDIVIDUAL NEGOTIATION

  • Preparation – the key to avoiding Desperation
  • Learn to use listening skills to understand others, gain needed information and show empathy

GROUP NEGOTIATION

  • Preparation
  • Teamwork
  • Managing Time

OVERCOMING NEGOTIATION OBSTACLES

  • Learn to deal with intimidation and emotional obstacles
  • Handle difficult situations with confidence while maintaining flexibility

MAINTAINING THE RELATIONSHIP

  • Long-term versus short term goals