Training Courses > Essential Skills of Negotiation

Essential Skills of Negotiation

Introduction
As its title implies, 'Essential Skills' provides training in those aspects of negotiation that are fundamental to successful execution, and an opportunity to practise these skills. This is powerful, tried and trusted training.

Objectives
This module is intended to be of practical application. Following the workshop, participants will be able to:

• Be clear about the objective of negotiation
• Recognise the different phases of negotiation
• Prepare effectively
• Make appropriate decisions about information exchange
• Communicate effectively in the negotiation environment
• Bargain successfully
• Assess the power balance and use their own objective power to advantage
• Apply psychological power
• Recognise tactics, and neutralize them if necessary
• Organise successful negotiating teams
• Plan for continuous improvement in negotiating skills
• Understand their own normal negotiating style and amend it as required
• Appreciate the effect that negotiating behaviour can have on long-term relationships

Delivery
The workshop is delivered over 2 to 3 days, dependent on a number of factors. Trainer-instruction is combined with syndicate work and simulations - negotiations between participants that are filmed and reviewed to maximise the learning experience. Group size is normally between 4 and 8 people, though the programme can be adapted for smaller and larger groups.

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