Back to Search Results

Training Course Summary:

Managers and team leaders who need to negotiate effectively with colleagues, clients or others. It is equally useful for those who currently negotiate or those who are new to negotiating and unfamiliar with this as a decision making process.

Who Should Attend:

Managers and team leaders who need to negotiate effectively with colleagues, clients or others. It is equally useful for those who currently negotiate or those who are new to negotiating and are unfamiliar with negotiation as a decision making process.

Training Course Overview/Content:

Introduction & Objectives

Negotiating styles
• What are they?
• The appropriateness of each
• Balancing different styles

Power and influence
• Sources of power
• The art of persuasion
• Productive tactics

The process of negotiation
• The stages
• Guidelines for each
• Trading concessions
• Achieving win/win

Planning and preparation
• Deciding your position
• Anticipating the other party’s position
• Identifying what is important to them and you
• Deciding your strategy

Effective communication
• Your style and what works
• Meeting and greeting
• Non-verbal messages

Team negotiations
• Coordinating your efforts
• Consistent messages
• Deciding your roles

Review of Programme