INTRODUCTION
Think of negotiating as a joint activity - like a game but without an opponent. In the game of negotiation, however, you are aiming for everyone to win.Each person in turn makes a move. The goal or challenge for the other is to spot it, assess it and respond to it.
Course objectives On successful completion of the programme participants will be able to:
Plan the negotiating arena and structure the negotiation
Construct their case convincingly
Prepare the 7 steps for successful negotiations
Apply the 4 essential rules of negotiating
Recognise body language signals and underlying communication clues
Use their personal power to negotiate successfully towards win/win
Programme Content
Course Content
What is negotiation and what is your potential as a negotiator
Preparation - the foundation of a successful negotiation
The 7 steps of negotiating success
The importance of mind-set and beliefsThe paradigms of human interaction
Four essential rules of negotiation
The negotiating arena - constructing the case convincingly
