Duration:                      1 day course

Delegates:                   up to 10 max

This course is aimed at developing the negotiation skills and techniques required to negotiate effectively in a variety of situations.

The objectives of the course are:

a)            To describe the basic principles of the negotiating process

b)            To develop techniques and skills aimed at improving performance

c)            To be able to apply these skills and techniques in a wide range of situations

Course Outline:

What is negotiation?

• the stages involved
• the skills required for effective negotiation

Planning for negotiation

• the structure of a negotiation
• identifying ideal, realistic and fallback positions
• anticipating problems and developing acceptable solutions

Negotiating

• applying a range of negotiating techniques
• maintaining a positive, continuing relationship
• measuring the success of a negotiation

Action planning and feedback