COURSE OVERVIEW

 

80% of this course is hands-on practical sessions where participants will be engaged in a series of interactive small groups, class workshops and role-plays. 

Complex negotiations require sophisticated techniques, especially if the end result is to achieve a win for all parties.  In order to know upfront how to approach these challenging negotiations with the best chance of success, managers as you are, need to be well prepared for all scenarios.  What’s more, you should be ready for the tactics often used by difficult negotiators to try to manipulate the outcome in your favor. 

 

In this course, you gain experience in creating and managing dynamic negotiating environments for successful results.  You learn to integrate people and process elements, creating a flexible framework for your negotiation strategies and situations.  The course presents the methods, techniques, and processes you need in order to conduct successful negotiations confidently. 

 

Throughout this course, a series of interactive small-group and class workshops provide practical experience developing your negotiating skills, including: 

·          Calibrating your communication and negotiation strengths 

·          Extracting and refining information to develop flexible strategies 

·          Applying a 5-step model to negotiation situations 

·          Developing a life cycle process to structure effective negotiation phases 

·          Practicing negotiating techniques using scenarios 

·          Designing your own negotiating style for professional development