"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
- Deadlocks - How to Break them
- Recognising an Agreement
- Timing Your Close
- Monitoring the Agreement