Fundamentals of Negotiation

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Brief Programme Description

The art of negotiation is a skill. It can be learned and practised like any other. The user can develop and enhance their skills and become better and better using and trying out new techniques, until it becomes habit.

This short training session will concentrate on the fundamentals of negotiation and will allow the participants practice some of the essential skills.
The programme inputs will be backed up by discussion, individual presentation/sharing of experiences, case studies, and exercises.

Introduction

• Introduction
• Distributive negotiations - the win-lose approach
• Integrative negotiations- the win-win approach
  

Fundamentals of Negotiation

• The stages of negotiation
• What we can trade in negotiations
• The variables of negotiation
  

Essential Negotiation Rules

• Aim for the stars
• Understanding the other party
• Think 'whole' and keep the suspense
• Seek the balance
• Building bridges of confidence
• Trade concessions
  

Preparation for Negotiation

• Just do it
• Eight key stages
• Ten Techniques to Keep Ahead
• Managing the Process