Introduction to Negotiation

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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

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