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Course Outline

  • What is my personal negotiating style?

recognizing your individual approach and its effect on negotiations

  • Competitive or cooperative?

identifying the most suitable strategy to adopt

  • The need for creativity and flexibility

exploring alternatives and resolving issues

  • Expectation management

managing the initial and pre-negotiation phases effectively

  • Non-verbal communication

utilizing body language to support verbal messages

  • The importance of preparation

essential steps to take before starting the negotiation

  • Shifting the balance of power

assessing the strengths and weaknesses of all involved parties

  • Goals and objectives

defining what constitutes a good outcome and what is unacceptable

  • Looking beyond demands to interests and concerns

uncovering the underlying motivations and priorities of the other party

  • Identifying variables

determining what can be conceded at minimal cost and what to seek in exchange

  • Making and justifying proposals

presenting and demonstrating value from the other party's perspective

  • How to respond to proposals

explaining why certain terms are not viable and offering counter-proposals

  • Use of questions

using conditional questions to explore solutions without committing firmly

  • The bargaining process

exchanging concessions to reach mutually beneficial results

  • Dealing with deadlock

strategies to help overcome impasses

  • Responding to price challenges

techniques for maintaining your position

  • Securing the deal

summarizing and closing the agreement to prevent costly misunderstandings

Requirements

Given the extensive practical components of this course, a minimum of four participants and two trainers is required.

 14 Hours

Number of participants


Price per participant

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