Introduction to Negotiation
- Course equips attendees with practical negotiation framework.
- Includes role-play exercise for personal improvement plan.
- Intended for teams seeking hands-on negotiation practice.
- Focuses on managing key negotiations with common tactics.
- Suitable for teams aiming to enhance ensemble negotiation performance.
Overview
This one-day course focuses on equipping attendees with practical negotiation skills for managing key negotiations in a commercial setting. The course covers negotiation planning, information gathering, managing the negotiation process, and common negotiation behaviors. Participants engage in a role-play exercise to receive personalized feedback for improvement. Suitable for teams seeking hands-on negotiation practice and looking to enhance their negotiation performance. The course aims to provide an overview of various negotiation approaches, techniques, tactics, and strategies.
Who should attend
Teams
Course Content
Course duration: 1 Day
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
