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 Duration 14 hours

Course Outline

  • Discovering your unique negotiation style

Gaining insight into how your individual approach influences negotiation outcomes

  • Competitive vs. collaborative strategies

Selecting the most appropriate approach for the situation

  • The value of adaptability and innovation

Exploring alternative solutions and addressing complex issues

  • Setting realistic expectations

Navigating the initial and preparatory phases effectively

  • Mastering non-verbal cues

Leveraging body language to strengthen verbal messages

  • The critical role of preparation

Essential actions to take before negotiations begin

  • Altering power dynamics

Assessing the strengths and vulnerabilities of all parties involved

  • Defining clear goals and objectives

Establishing what constitutes a successful outcome versus an unacceptable result

  • Focusing on underlying interests rather than surface demands

Uncovering the true motivations and priorities of the other party

  • Identifying flexible variables

Determining what you can offer at minimal cost to gain desired value in return

  • Crafting and supporting proposals

Presenting and validating value in the other party's context

  • Effectively countering proposals

Explaining why a proposal is unsuitable and presenting alternative options

  • Strategic questioning

Using open and conditional queries to explore solutions without premature commitment

  • The mechanics of bargaining

Exchanging concessions to create mutually beneficial agreements

  • Overcoming stalemates

Employing techniques to resolve impasses

  • Handling pricing objections

Defending your position effectively

  • Finalizing the agreement

Ensuring clarity in summarization and closing to prevent costly errors

Requirements

Given the course's heavy emphasis on practical application, a minimum of four participants and two facilitators is required to ensure effective delivery.

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