Negotiation Skills

In business, negotiating skills can make a serious difference to your bottom line. This course is designed to develop skills and knowledge through practice and professional guidance.

What are the benefits of attending Negotiation Skills training?

By the end of the course the delegates will...

• Understand the structure of the negotiation process and be able to conduct a successful negotiation.
• Understand the possible outcomes of a negotiation and the advantages derived from mutually beneficial solutions.
• Have identified methods of effective communication in the negotiation process and be able to successfully implement these methods.
• Have considered perceived value in relation to real cost and perceived strength versus actual power.
• Understand that price is not the only negotiable variable.
• Have had the opportunity to develop skills and knowledge through various practical exercises.

Key topics in the Negotiation Skills course

Managing Negotiations

• What is negotiation?
• When does negotiating begin?
• Establish the other party's authority
• Negotiating and settlement range

Outcomes and Mutual Benefits

• What these mean and their implications

The Negotiating Sequence

• Structured process for a successful negotiation
• Each step covered in detail

Effective Communications

Perceived Power

• Perceived strength / actual power
• Over and under estimation of power – yours and theirs
• Managing expectations – raising and lowering