Course Outline
- Discovering your personal negotiation style
Gain insight into your individual approach and understand how it influences negotiation outcomes
- Choosing between competitive and cooperative approaches
Determine the most appropriate strategy to adopt for specific situations
- Embracing creativity and flexibility
Explore alternative solutions and adopt effective problem-solving techniques
- Managing expectations
Master the management of pre-negotiation phases and opening moves
- The role of non-verbal communication
Learn to use body language effectively to reinforce your verbal message
- The critical importance of preparation
Identify the key steps required before negotiations begin
- Shifting the balance of power
Recognize and assess the strengths and weaknesses of both parties involved
- Defining goals and objectives
Clarify what a successful outcome looks like and identify unacceptable terms
- Looking beyond demands to underlying interests and concerns
Uncover the motivations behind specific demands and understand what truly matters to the other party
- Identifying negotiable variables
Determine what can be conceded at the lowest cost and what value you aim to gain in return
- Formulating and justifying proposals
Position your offer to demonstrate value from the other party’s perspective
- Responding to proposals effectively
Explain why certain terms are not viable and present compelling counter-proposals
- The strategic use of questions
Utilize conditional questions to test potential solutions without making firm commitments
- Navigating the bargaining process
Exchange concessions strategically to achieve mutually beneficial (win/win) results
- Breaking through deadlocks
Apply practical tools to navigate around impasses and keep discussions moving forward
- Handling price challenges
Develop techniques to defend your pricing position and value proposition
- Securing the final deal
Summarize key points and close the discussion clearly to prevent costly misunderstandings
Requirements
Because this course features a high volume of hands-on exercises, a minimum of four participants and two instructors is required to ensure an effective learning environment.
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
