Negotiation is not always about buying and selling.  It is often about exchanging time, priorities, resources and deliverables to help things run smoothly.  At work and home we negotiate lots of things daily and for the most part we do it well.  But there are times when we feel we could have done better or have missed a ‘trick’

This programme is designed for anyone involved in everyday negotiations –  it will help you understand what you can do to be more effective and achieve an even better result where small ‘wins’ can  have a big impact on the bottom line. 

Outcomes

You will learn about:

• The underpinning principles so you know when you are in a situation where negotiation is possible
• The steps involved and how to prepare for each stage
• Some useful techniques to help you trade ‘concessions’ and create a win/win outcome
• What you can do when other side ‘plays games’
• Practice the techniques in a number of scenarios and a real world situation of your choosing

Who should attend?

Anyone who is involved in persuading others in the business of resource allocation, sales and complaint handing and making operational requests of others.

Pre-work

Participants will be required to bring along some personal examples of typical negotiation situations they get involved in – these will be worked on during the programme so participants have real practical take aways to apply back at work.

Course content

Principles of negotiation

• bargaining arena
• win/win
• keeping site of the long term goal

The five stages

• preparation
• understanding both positions
• value ‘stacks’ and concessions
• practical preparation for each stage