Objectives of negotiation

• Reaching agreement
• ‘Win-win’ techniques
• Adding value from the negotiation process

Negotiation principles

• Negotiation – is it a contest?
• Common respect
• Conducting the negotiation positively

Communication and interpersonal skills required to be a superior negotiator

• Using effective body language
• Observation skills
• Listening skills
• Verbal skills
• Sources of power in negotiation

What makes a good negotiator?

• Characteristics
• Skills

What should buyers negotiate about?

• How to identify the key issues
• Added value – not just price

Teamwork and negotiation

• Avoiding the pitfalls
• Having a common objective
• Maintaining consensus

Planning for negotiation

• A quick method
• A more comprehensive model

Tactics and how to use them

• Review of different tactics
• Choosing the right one

Inter-active role-play