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 Duration 14 hours

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.

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