"Everything
is negotiable".
This is
a fundamental
philosophy
in business
and today's
professional
business-person
needs
to have
the skills
and understanding
in this
area to
ensure
a satisfactory outcome
for everyone.
Negotiating
skills
and abilities
are of
primary
importance
for everyone
whose
role it
is to
interface
and achieve
outcomes
through
the actions
of others
- these
skills
are invoked
daily
by individuals
at all
levels
in an
organisation
who are
involved
in both
internal
and external
discussions.
From simple
extensions
of a project
plan to
company-level/
International
commercial
agreements,
negotiation
is a major
factor
in bottom-line
profitability.
Win/Win
negotiating
takes
dominance
out of
the picture
and substitutes
skills
that will
allow
outcomes
that are
acceptable
to all
concerned
- and
ensure
there
is a platform
in the
future
for more
positive
and continuing
relationships.
Objectives
Key Outcomes
and Benefits
- Be aware
of the
key stages
in the
negotiation
process.
- Understand
the characteristics
of successful
negotiators.
- Recognise
the need
for preparation
before
negotiation.
- Be able
to use,
recognise
and counter
negotiation
techniques
and
tactics.
- Recognise
the strengths
of negotiating
skills
against
using
'might
is
right'
approach
or discussion
dominance
- Recognise
the importance
of questions,
listening
and summarising
skills
during
an negotiation.
- Be better
able to
achieve
negotiated
outcomes
that favour
you, your
organisation
- and
the other
person(s)
involved.
Course
Content
Win/Win
Negotiating
–
For All
Professionals
The
Process
of Negotiation
–
What
is it?
A
Five
Stage
Model
The
Difference
between
Selling
and
Negotiation
Should
You
Use
Power
or Personality
WIN/win
or win/WIN
–
Why
Use
It?
The
Negotiating
‘Continuum’
The
TKI
conflict
mode
self
assessment
The
Role
Of Negotiating
different
business
contexts
The
Components
of Win/Win
Negotiations
The
Qualities
of Excellent
Negotiators
Why
You
Can
Become
Good
At Negotiating
Preparation
When
do you
Start?
Establishing
your
Position/Alternatives
Investigation
Analysing
their
Objectives/Situation
Agreeing
the
Process
Proposing
Developing
your
Strategy
The
Benefits
of Team
Approach
Setting
Alternatives
Making
Proposals
Bargaining
Bargaining
and
Conceding
Successfully
The
Psychology
of Bargaining
The
‘If
Then
Rule’
10
Negotiating
Tricks
and
Tactics
–
How
to use
and
counter
them
