About this Course

In today’s complex and dynamic business environment, negotiation skills are an asset prized by all organisations. Such skills are useful not only when dealing with external customers, but also with internal ones in a variety of possible situations. Contrary to what some might think, such skills can be acquired and when practiced, can add to your repertoire of skillset necessary to lubricate and navigate internal and external situations where effective negotiation can bring about a win-win outcome for all parties involved.

Learning Outcomes:

• Understanding of the key principles underlying win-win negotiations
  
• Equip participants with possible negotiation strategies and techniques in a variety of situations within and outside the business contexts (internal and external customers)
  
• To provide an opportunity for participants to apply negotiation skills in exercises and role plays
  

Course Outline:

Introduction to Negotiation

• Key principles of win-win negotiation
  
• Common mistakes in negotiation
  

Negotiation Planning

• Identifying key negotiation issues
  
• Establishing negotiation objectives
  

Negotiation Strategies and Techniques

• Assessing relative strengths & weaknesses
  
• Understanding best alternatives available
  

Applying negotiation strategies and techniques (1)

• Opening statements
  
• Creating and maintaining a warm climate
  

Applying negotiation strategies and techniques (2)

• Trading concessions and use of verbal and non-verbal techniques
  
• Dealing with the unexpected
  

Negotiating the agreement

• Knowing when to reach agreement
  
• Techniques to reach agreement
  

Who Will Benefit?

Executives and managers who need to conduct negotiations with internal customers as part of their work and/or negotiate regularly with external customers, and those who wish to improve their negotiation skills.

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