tower training & consulting

Negotiating Skills

COURSE NUMBER: MT-09


Objectives

Negotiation involves two or more parties who each have something that the other wants and need to reach an agreement for their exchange through a process of bargaining. Understanding more about the negotiation process increases the chance that the outcomes will be positive for both parties.

The Negotiating Skills training course will provide you with the confidence and skill to conduct negotiations and achieve a mutually acceptable outcome. You will learn how to devise a strategy, how to make concessions, what to do when negotiations break down, and how to make use of third parties to resolve deadlock and conflict.

A good knowledge of negotiating techniques and an understanding of the psychology of negotiating will enable you to maximize your confidence, assertiveness and effectiveness during negotiations; leading to the desired outcome while still maintaining effective working relationships.

Methodology

A two-day training which combines lecture with real life role-play exercises for the participants is envisioned. Day One provides an overview and discussion concerning typical negotiating situations and advice while Day Two will consist of critiqued exercises in which the participants role-play sample negotiations based upon topics related to their jobs.

Course Contents

Negotiating process
  • Self-Perception Inventory
  • Assessing the Other Party
  • Identifying Negotiation Objectives
  • Choosing a Strategy and Establishing Positions
  • Implementing Decisions
  • Understanding Body Language
  • The Power of Persuasion
  • Avoiding Conflict in the Workplace
  • Active Listening
  • General Tips for Managing Conflict
  • Using a Mediator

Who should attend

This course is relevant for anyone who wants to improve their negotiating skills, confidence and effectiveness to achieve the desired outcome while maintaining good ongoing relationships internally or externally with clients and suppliers.

Prerequisites

Good level of English. Attendance is limited to 10 participants per session to permit the maximum interaction and practical experience.

Length

2 days

Language

English