Negotiating

This course teaches the delegates the art of negotiation. It covers core principles of negotiation in a variety of situations such as business to business negotiations, sales negotiations, product presentations, office negotiations and many more.

It is packed with step-by-step guides, exercises, role plays and case studies along with comprehensive notes for delegates.

Introduction to Negotiation

Why do you need to negotiate

What types of negotiations exist

What are the characteristics of a confident negotiator

How to handle conflicts in negotiations

What steps do you need to go through when negotiating

What is the difference between negotiation and persuasion

Negotiation Strategy

What outcome should you aim for

How to perform Outcome Analysis (e.g. Win/Win, Win/Lose, etc)

What is the best negotiation strategy

Should you bargain over positions explicitly

What is principled negotiation

What strategies can you use to take the upper hand in negotiations

What can you do to move the negotiation forward when you think it is getting stuck

How to Negotiate

What is the 8-Step negotiation preparation guide

How to discuss negotiation variables

How to set your selling or buying limits systematically

How to manage your Settlement Range

How to manage concessions when you give them or receive them

How to break deadlocks

How to settle a negotiation to get what you asked for

How to close a negotiation

Emotions in Negotiations

How to handle negotiations emotionally

How to bargain effectively

How to take advantage of human emotional reaction and use that to your benefit

Communication Skills

How to take advantage of body language

How to express your disagreement while maintaining the relationship

Handling Psychological Tactics in Negotiations

What are psychological tactics used in negotiations and how to respond to the

How to handle an angry negotiator & Dealing with difficult People

How to respond to shock tactics

How to big up your side of the negotiation and bring down theirs

How to handle their lack of authority to proceed

How to respond when you are given only one choice

How to handle a demanding negotiator