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Training Course Summary:

Negotiating is a vital part of gaining and maintaining business relationships and this programme will help its participants in developing effective negotiation skills to achieve successful outcomes. The success of any negotiation is judged by the satisfaction of both parties - it is a fundamental principle that “Win-Win” deals stick. The seminar will adopt a stage-by-stage format in taking participants through the planning, delivering and the closing of negotiations in order to achieve such results. Participants will examine the setting of realistic goals and will undergo the process of pre-negotiation planning to enable them to negotiate with confidence. The programme will also cover the negotiation of contracts and the fixing of fees. Practical exercises will reinforce the learning points.

Training Course Overview/Content:

Negotiation and its Benefits
Defining negotiation
Two main types of negotiation
Identification of benefits

Qualities of an Effective Negotiator: the Ten Quality Traits

Preparing for Negotiation
Setting targets
Gathering information
Information on the other side
Mental preparation
Location

Negotiation in Action
Stating your case
Asking the right questions
Using effective listening
Using body language to your advantage
Dealing with adversarial negotiators
Working towards a co-operative approach

Closing the Deal
The three rules to a win-win deal
Reading the agreement signals
Getting past the glitches
Signed, sealed and delivered

Personal Action Plan of Learning Points