Outlines

1-    Course overview and objectives

• A forthcoming negotiation
• The three processes you need to get right

2-     Who am I negotiating with?

• Types of negotiators and how to work with each type
• Authority levels and decision-making, background culture

3-     My style, my skills and my energy

• The skills and attitudes of the effective negotiator
• My own areas of strength, and areas I need to work on
• Building an effective negotiating team

4-     Developing a strategy

• Research and preparation
• Aims, goals, plans and tactics

5-     The phases of a negotiation

• Before entering the arena
• The handshake – getting the opening right
• Using summaries, timeouts and signposts

6-     Predictable tactics used by tough negotiators

• Developing counter-measures
• Ten tips which will always help

7-     Dealing with difficult people

• What makes some people so difficult to deal with?
• Typical difficult behaviors and how to handle yourself
• Gaining respect

8-     Managing conflict

• Productive conflict, dealing with aggression

9-     About concessions

• Are you in the zone of potential agreement?
• Trading not conceding – ‘If you . . . then I . . .’
• What is your BATNA? What is theirs?

10-    Bringing it to a conclusion

• Building common ground
• Summarizing carefully
• Walk away is better than a bad deal’

 

 

Who Should Attend

People with Some Experience of Negotiation Who Wish to Further develop Their Skills.

Duration

3 Days