Negotiation Techniques and Strategies
Duration
2 days
Target Group
this course is valuable for any individual that needs negotiation skills
Methods
role plays, exercises, games, case studies, focused group discussions
CONTENT
OBJECTIVES
Negotiation strategy
How to negotiate
Negotiation process–stages
Planning negotiation
Emotions in negotiations
Handling psychological tactics in negotiations
Delegates will learn to:
- understand the mechanics of the negotiation process
- prepare for negotiation by following a step-by-step approach and set critical limits
- use a negotiation strategy that moves them closer to a win/win outcome
- manage psychological tactics used in negotiations and how to respond to them
- use skills which are crucial to successful long term partnerships
- use ways to trade terms, concessions and break deadlocks
- use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
- bargain systematically over settlement range
- manage settlement range
Practical negotiation skills
Goal: the delegates will be able to negotiate effectively to achieve their aims and build and improve relationships
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