SUCCESSFUL NEGOTIATING - 2 Days - Cost : £750

WHO WILL BENEFIT

All of us have to negotiate in our everyday lives, whether it is with other people within our organisation or with
other people on behalf of it. This workshop is suitable as a "Refresher" course as well as for absolute beginners.

COURSE OBJECTIVES

Upon successful completion of the course delegates are able to:
o Understand the process of negotiating
o Be aware of the "Tricks-of -the-trade."
o Know how to approach and plan a Negotiation
o Focus on the right factors
o Explore possibilities without making sacrifices

COURSE CONTENTS

THE IMPORTANCE OF NEGOTIATING
Why is it essential to learn how to negotiate
o What is a "Negotiation."
o People want different things

CONFRONTATIONAL NEGOTIATIONS
Basic principles and rules - Common misconceptions
o The "Do's" and "Don'ts"
o Understanding peoples motivations
o The Secret of POWER

PRINCIPLED NEGOTIATIONS
How both sides can win
o Separating people from the problem - Focus on interests, not positions
o Exploring possibilities and options
o Setting objective standards

"GOLDEN RULES" FOR THE NEGOTIATOR
33 "Takeaway Tips"
o Perception, Planning, Principles and People
o How to avoid arguments and deadlock
o How to deal with complaints
o The most useful expression
o They say that but what do they mean"

COMMON PLOYS
Dutch auctions
o Russian fronts
o "Salami give aways"
o Fixed price o Final offers
o Not Negotiable"
o "Mother Hubbards"

COURSE FEATURES

Starting with the question "What do you want from this course?"
Delegates are rapidly introduced to questions governing successful negotiation.
Then, through a series of unique exercises, from which they may all win rewards, they develop the key negotiating skills.
These include the following:

* Knowing what is wanted
* What would you do "IF?"
* Negotiating with Count Dracula
* Evaluating and taking risks
* Making real and token concessions
* How both sides can win

So upon return delegates are able to improve their effectiveness immediately.

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