Further Details
MORNING SESSION
The Negotiation Process· Defining Negotiation· 5 Key Principles for Negotiating · Stages in the Negotiation Process· Understanding Win-WinPreparing for the Negotiation · Knowing What You Want · Assessing the Opposition · Anticipating Possible Outcomes · Knowing What you are Prepared to Give· Key Roles in a Group Negotiation Conducting the Negotiation · The Opening Gambit· The Exchange · Uncovering Hidden Agendas· Countering Tactics
AFTERNOON SESSION
Closing the Negotiation· Confirming Terms at Closure · Methods of Closure in a DeadlockEstablishing Rapport· What it Means to be in Rapport· The Ingredients of Trust· Rapport-building TechniquesNegotiation PracticeThis is a 1.5 hour group exercise providing the delegates an opportunity to practice what they have learntTop Tips· Best Practices for Negotiating on the Telephone· Key Negotiation Tactics· Personal Action Planning
Course Material: Includes facilitator’s slides, exercise worksheets, background reading (articles) and recommended books.
Guide price
3,800 for up to 12 delegates including pre-course consultancy |
