Förhandlingskunskaper Träningskurs

• What is my personal negotiating style?

          - understanding your individual style and its impact in negotiations

•  Competitive or cooperative?         

           - knowing the right approach to adopt

•  The need for creativity and flexibility       

           - seeking alternatives and solving problems

• Expectation management

          - how to manage the pre-negotiation and opening stages

• Non-verbal communication

          - using body language to reinforce what we say

•  The importance of preparation 

           - what you need to do before the negotiation commences

•    Shifting the balance of power 

            - identifying the strengths and weaknesses of both parties

•  Goals and objectives 

            - what does good look like and what is unacceptable?

• Looking beyond demands to interests and concerns

            - find out what lies behind demands and what really matters to the other party

• Identifying variables

            - what can we conceed at the lowest cost to us and what do we want to get in return? 

• Making and justifying proposals

             - positioning and demonstrating value in their terms

•  How to respond to proposals

             - explaining why it's unacceptable and making counter proposals 

• Use of questions

             -  using conditional questions to test solutions without making firm commitments

• The bargaining process

             -  trading concessions to achieve win/win outcomes

• Dealing with deadlock

              - tools to help you navigate around impasses 

• Responding to price challenges

              - how to defend your position

• Securing the deal 

               - summarising and closing to avoid costly misunderstandings