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 Duration 14 hours (2 days)

Course Outline

  • Identifying personal negotiation style

Examining your unique approach and its effect on negotiation dynamics

  • Competitive versus cooperative approaches

Determining the most appropriate strategy for the situation

  • The value of creativity and adaptability

Exploring alternative solutions and resolving issues effectively

  • Managing expectations

Handling the initial phases and pre-negotiation stages effectively

  • The role of non-verbal communication

Utilizing body language to support and reinforce verbal messages

  • The critical importance of preparation

Key actions to take before negotiations begin

  • Adjusting the balance of power

Assessing the strengths and vulnerabilities of both parties involved

  • Defining goals and objectives

Clarifying what a successful outcome looks like and defining non-negotiable limits

  • Looking beyond surface demands to underlying interests

Discovering the true concerns behind stated demands and what matters most to the counterpart

  • Identifying negotiable variables

Determining what can be conceded at minimal cost and what should be gained in exchange

  • Formulating and justifying proposals

Presenting and demonstrating value from the other party's perspective

  • Strategies for responding to offers

Articulating reasons for rejection and presenting counter-offers

  • Effective use of questioning techniques

Employing conditional questions to test ideas without binding commitments

  • Mastering the bargaining process

Exchanging concessions to reach mutually beneficial agreements

  • Overcoming deadlocks

Techniques to navigate through stalled negotiations

  • Addressing price objections

Defending your position and valuation effectively

  • Finalizing the agreement

Recapitulating and closing the deal to prevent costly misinterpretations

Requirements

Given the extensive practical component of this course, a minimum of four participants and two trainers is required.

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