Introduction to Negotiation

Request info

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

SELECT wp_posts.*, wp_p2p.* FROM wp_posts INNER JOIN wp_postmeta ON ( wp_posts.ID = wp_postmeta.post_id ) INNER JOIN wp_p2p WHERE 1=1 AND ( ( wp_postmeta.meta_key = 'start_date' AND CAST(wp_postmeta.meta_value AS DATE) >= '2024-04-20' ) ) AND ((wp_posts.post_type = 'schedule' AND (wp_posts.post_status = 'publish' OR wp_posts.post_status = 'acf-disabled'))) AND (wp_p2p.p2p_type = 'schedule_to_courses' AND wp_posts.ID = wp_p2p.p2p_from AND wp_p2p.p2p_to IN ( SELECT wp_posts.ID FROM wp_posts WHERE 1=1 AND wp_posts.ID IN (201) AND ((wp_posts.post_type = 'courses' AND (wp_posts.post_status = 'publish' OR wp_posts.post_status = 'acf-disabled'))) ORDER BY wp_posts.post_date DESC )) GROUP BY wp_posts.ID ORDER BY CAST(wp_postmeta.meta_value AS DATE) ASC