Negotiation - the fundamentals |
- What’s negotiation all about?
- Establishing what you want from the negotiation
- Short and long term view
- The ‘3 P’s of negotiation
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Skills required to be a successful negotiator |
- Interpersonal skills
- Listening techniques
- Verbal skills
- Observation skills
- Planning skills
- Communication skills and body language
- Sources of power in negotiation
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Negotiating to ‘win’ |
- Negotiation – is it a contest?
- Common respect
- Conducting the negotiation positively
- Concept of ‘win-win’ explained
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Preparing your plan |
- Introduction to the APO negotiation planning tool
- Establishing your negotiating strengths and weaknesses
- Strengthening your position
- How to avoid weakening your position
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Teamwork and negotiation |
- Avoiding the pitfalls
- Having a common objective
- Maintaining consensus
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Planning for negotiation |
- A quick method
- A more comprehensive model
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Developing your negotiation strategy |
- How to strengthen your buying position
- How to avoid weakening your position
- Creativity and its part in negotiation
- Innovative bargaining techniques
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Tactics and how to use them |
- Review of different tactics
- Choosing the right one
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Trading concessions |
- Review of different tactics
- Choosing the right one
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Inter-active role-play |
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