Negotiation is not about winning or losing. It is about adopting a win - win approach to achieve mutually beneficial outcomes and improve relationships with our counterparties. This course covers the full process of negotiation from planning and preparation, through to the actual negotiation, closing and follow up. It includes numerous exercises and videotaped role-plays with feedback.
Basic concepts of negotiation
Evaluating a negotiation
Planning and preparation : interests vs. positions, planning the bid, trading variables, BATNA (Best Alternative to a Negotiated Agreement)
Opening a negotiation
Bidding and bargaining
Closing and following up
Negotiation break downs
Communicating effectively during a negotiation
2 days for up to 12 participants
Anyone who wants to become skilled in the negotiation process.