Introduction to Negotiation
- Course equips attendees with practical negotiation framework.
- Intended for teams seeking hands-on negotiation practice.
- Includes role-play exercise for personal improvement plan.
- Focuses on planning, managing, and common negotiation behaviors.
- Targets teams looking to enhance ensemble negotiation performance.
Overview
This 2-day course focuses on equipping attendees with practical negotiation skills in a commercial setting. Participants will learn about negotiation processes, planning, managing negotiations, and common negotiation behaviors. The course includes a role-play exercise for personal improvement. It is suitable for teams seeking hands-on negotiation practice and aims to enhance team negotiation performance.
Who should attend
Procurement teams
Course Content
Course duration: 2 Days
Course Running Order
Negotiation Defined
· How does negotiation fit with procurement?
· Negotiation as a process
The importance of planning
· Gathering information
· Market factors
· Costs and prices
· Recognising different styles of negotiator
· Analysing information
· Developing the strategy for the negotiation
· Setting targets
· Deciding on the relationship approach
Managing the negotiation
· Some Do’s and Don’ts
· Openings
· Testing
· Assumptions
· Proposals
· How to encourage movement
· Bargaining
· Tactics
· Persuasion and other common negotiation behaviours
This course includes a one-day role-play exercise in which delegates working in teams will be filmed and their performance evaluated to enable the development of a personal improvement plan
Course objectives
The course is intended to equip the attendee with a practical framework within which they can manage their key negotiations including an overview of the most common approaches, techniques, tactics and ploys used by skilled negotiators when planning and implementing a negotiation strategy.
Who should attend?
Teams seeking practical hands on introduction to negotiation practice in a commercial setting. Teams seeking to build their team and ensemble negotiation performance
Duration / Fees
A 2-day course, single manned day one, double manned day two.
Can be run over a two or three week cycle – simply ask when
booking
