Negotiation Skills

By the end of this course, participants will be able to:
Recognise different phases in the negotiation process
Develop their strengths and reduce their limitations as a negotiator
Handle more effectively the substantive issues and the ongoing relationship issues
Progress stalled negotiations
Handle conflict and difficult people more effectively
Work more productively as part of a negotiating team
Recognise when and how to make concessions

Topics covered:
What are difficult negotiation situations?
Approaches to negotiation
Balancing substantive and relational aspects of negotiation
Preparation
Working with difficult people
Using the tactics guide and transaction analysis
Developing influencing skills
Influencing difficult situations
Progressing the negotiation
Applying the lessons to participants’ own situations