Negotiating Skills

Negotiation is a two-way process involving trading off between two parties by means of persuasion and attitude change in a spirit of voluntarism and self-determination.

Learning Outcomes
Participants will learn to effectively negotiate at work by:
Assessing the situation
Developing a negotiation strategy
Practising negotiating tactics
Reaching a settlement with which all parties can continue to productively perform

Negotiating Skills - One Day Program Outline

 9.00  

 Introduction
 Needs analysis

 9.30    Preparation for Negotiation
 Strategy
 10.00  

 Principled Negotiation
 People, interests, options and criteria

 10.30  Tea  
 10.45  

 Negotiation Tactics and Techniques
 Questions and answers in negotiation
 Exercise: Tactics

 12.30  Lunch  
  1.15    Negotiation Practice
  2.45  Tea  
  3.00    The Competent Negotiator
  4.00    Evaluation and Close

 

Negotiating Skills Framework

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