Course Outline
- Identifying your personal negotiation style
Analyzing your individual approach and its specific impact during negotiations
- Competitive or cooperative approaches
Determining the most effective strategy to adopt in different scenarios
- The value of creativity and flexibility
Exploring alternative solutions and collaborative problem-solving techniques
- Managing expectations
Effectively handling the pre-negotiation and opening phases of discussions
- The role of non-verbal communication
Utilizing body language to support and reinforce your verbal messages
- The critical importance of preparation
Essential steps to take before the negotiation process begins
- Shifting the balance of power
Recognizing the strengths and weaknesses of both parties involved
- Defining goals and objectives
Clarifying what constitutes a successful outcome and what is non-negotiable
- Moving beyond surface demands to uncover underlying interests
Discovering the true motivations and concerns behind the other party’s requests
- Identifying key variables
Determining what can be conceded at minimal cost and what is required in exchange
- Formulating and justifying proposals
Positioning your offer and demonstrating value from the counterparty’s perspective
- Strategies for responding to proposals
Articulating why a proposal may be unacceptable and presenting counter-offers
- Effective use of questioning
Employing conditional questions to explore solutions without making binding commitments
- The mechanics of the bargaining process
Exchanging concessions to secure mutually beneficial outcomes
- Navigating deadlocks
Applying tools to overcome impasses and keep discussions moving forward
- Addressing price objections
Techniques for defending your position against pricing challenges
- Finalizing the agreement
Summarizing and closing the deal to prevent costly misunderstandings
Requirements
Because this course includes a significant volume of practical exercises, it necessitates a minimum group size of four participants and the presence of two trainers.
Testimonials (4)
A lot of practical examples, practical approach to the topic, a lot of useful information, trainer is excellent
Irena
Course - Negotiation Skills
The exercises were amazing. The interaction was very friendly. I learned a lot. We concentrated on all the point and for all the unclear point, everything was answered.
VILCU DAN
Course - Negotiation Skills
Let's Trainee to share case& play role.
Dalailuck - Babcock Power (Thailand)
Course - Negotiation Skills
SAMART Goal and Negotiation Concept