Negotiation SkillsInevitably, most people have to negotiate everyday in one way or another. The assumption that the pie is fixed results in negotiators having a win lose mentality, thereby missing opportunities during negotiations. Good negotiators though, understand that the pie can be expanded resulting in win win situations.
Objectives
- Understand what is meant by negotiation and apply the principles in different situations
- Identify factors that can determine the outcome of a negotiation
- Plan a strategy for successful negotiation
- Understand the principle of 'win-win' negotiations
- Be aware of tactics that can be used by negotiators and how to avoid falling into a trap
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Outline
- Introduction to Commercial negotiation
- Negotiation Strategies
- Planning & Preparation
- Personal assessment
- Position establishment
- Expanding the pie
- Managing team dynamics
- Negotiating from different positions
- Case - bargaining for the best deal
- Case Opportunities for trading
- Balance of power
- Dealing with threats
- Moving tables
- Quick thinking skills and techniques
- Managing deadlock
- Win win negotiation
- Problem solving & relationship building
- Ethical negotiation
- Feedback on personal performance & forward planning
- Common mistakes to avoid
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