For any person who finds themselves having to negotiate – whether in business, in the voluntary or community sector, or in your personal life knowing what you want and developing the skills to get results enhances you both materially and emotionally. Our Negotiation to Win course is designed to help you to get the best from yourself and to develop your confidence and your technical abilities in negotiation.
Key negotiation topics include the following:
Preparation Balance of Power
Requirements
Next Best Position
Win-Win Strategies
Negotiation Ploys
Moods and Emotions
People-2-People Skills
Course Aims:
The course is for anyone who needs to be a good negotiator. It helps to overcome the fear of failure and helps to avoid the common errors made by inexperienced negotiators.
Course Syllabus:
Preparation Importance of preparation Key elements in preparation Clarity of objective(s)
Balance of Power Who is strong? Who is weak? Shifting the balance of power in your favour
Requirements and ‘Must Haves’ Vs ‘Like to Haves’
Next Best Position Acceptable, holding’ position(s) Seeking clarification
Communicating with supporters
Returning to negotiation
Win-Win Strategies
Win-lose Lose-lose Compromise
Scenario setting
Negotiation Ploys – Most common ploys
Broken record’ in negotiation
Keep the focus
Moods and Emotions, Moodiness Vs moods
Matching needs
Choosing the moment
People-2-People Skills – Purchasing behaviour – Establishing relationships – Honour and ethics