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Successful Negotiation Skills

Moving from conflict to a win-win situation

If you struggle to get what you want from people whose help you need but over whom you have little direct authority, you may need to brush up your ‘win-win’ negotiation skills. Successful negotiation helps you to resolve situations where what you want conflicts with what someone else wants. In a win-win situation, you find a solution that is acceptable to both parties, creating a positive feeling all round.

This programme is for you if

you are not getting the positive outcomes you want from your negotiations with colleagues or clients. You will look at ways to avoid forcing a decision as success becomes more important than winning.

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Learning Objectives

On completion of this course you will be able to:

  • Use ‘principled negotiation’ to ensure outcomes are win-win
  • Plan and prepare for negotiations in a systematic but flexible way
  • Structure the face-to-face phase so as to maintain control
  • Apply a trading formula to negotiation
  • Analyse the style of both parties and the balance of power and adapt as necessary

Course Content

Introduction and Objectives

Negotiating styles

  • What are they?
  • The appropriateness of each
  • Balancing different styles

Power and influence

  • Sources of power
  • The art of persuasion
  • Productive tactics

The process of negotiation

  • The stages
  • Guidelines for each
  • Trading concessions
  • Achieving win/win    

Planning and preparation

  • Deciding your position
  • Anticipating the other party’s position
  • Identifying what is important to them and you
  • Deciding your strategy

Effective communication

  • Your style and what works
  • Meeting and greeting
  • Non-verbal messages

Team negotiations

  • Coordinating your efforts
  • Consistent messages
  • Deciding your roles

Review of Programme

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