Programme Content |
This programme can also be customised to your company so get in touch and we will provide you with a specific programme just for you.
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Planning and Preparation
- Setting negotiation strategies (win-win or win – lose)
- Considering objectives
- Examining power - bases
- Planning to address the balance of power
- Planning for stalemate
- Identifying tradables and levels of concession
- Setting negotiation limits
- Selecting an appropriate environment
Communications and Behaviour
- Understanding different behaviours and their impact on negotiations
- Adopting an assertive approach
- The principles of transactional analysis
- Giving information to aid the negotiation process
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- Presenting persuasive arguments
- The role of reflective listening
The Negotiation
- Opening the negotiation
- Working to gain and retain power
- Handling different behaviours and tactics
- Identifying and understanding the influencers
- Securing agreement
- Summarising and concluding
- Maintaining a positive mind set – Trigger-Filter-State
Maintaining the Relationship
- Recognising stakeholder roles
- Developing a relationship strategy for key stakeholders
- Managing information efficiently
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This two day programme works through a process to prepare for and participate in a negotiation and provides delegates with a pro-forma that can be used in almost every negotiation situation. 