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 Duration 14 hours (2 days)

Course Outline

  • Identifying my personal negotiation style

Recognising your unique style and how it influences the negotiation process

  • Competitive or cooperative approaches

Determining the most effective strategy to adopt

  • The value of creativity and flexibility

Exploring alternative solutions and resolving problems

  • Managing expectations

Navigating the pre-negotiation and opening phases effectively

  • Non-verbal communication

Utilising body language to reinforce verbal messages

  • The critical role of preparation

Essential steps to take before negotiations begin

  • Shifting the balance of power

Assessing the strengths and weaknesses of all parties involved

  • Defining goals and objectives

Clarifying acceptable outcomes and non-negotiable boundaries

  • Focusing on interests and concerns rather than demands

Uncovering the underlying motivations behind requests and what truly matters to the other party

  • Identifying key variables

Determining what can be conceded at minimal cost and what reciprocal gains are sought

  • Crafting and substantiating proposals

Positioning offers to demonstrate value in the counterparty's terms

  • Responding to incoming proposals

Articulating reasons for rejecting offers and presenting counter-proposals

  • Strategic use of questions

Employing conditional questions to test solutions without making binding commitments

  • The art of bargaining

Trading concessions to reach mutually beneficial outcomes

  • Resolving deadlocks

Tools for overcoming stalemates and impasses

  • Handling price objections

Defending your position effectively

  • Finalising the deal

Summarising and closing to prevent costly misunderstandings

Requirements

Given the extensive use of practical exercises in this course, a minimum of four delegates and two trainers is required.

Need help picking the right course?
southafrica@nobleprog.co.za or +27 (0)10 005 5793

Testimonials (4)

A lot of practical examples, practical approach to the topic, a lot of useful information, trainer is excellent

Irena
Course - Negotiation Skills

The exercises were amazing. The interaction was very friendly. I learned a lot. We concentrated on all the point and for all the unclear point, everything was answered.

VILCU DAN
Course - Negotiation Skills

Let's Trainee to share case& play role.

Dalailuck - Babcock Power (Thailand)
Course - Negotiation Skills

SAMART Goal and Negotiation Concept

Withaya - Babcock Power (Thailand)
Course - Negotiation Skills

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