Duration 1 Day

TOL – This can be booked as a Time Optimised Learning course

Who should attend?

Sales people, buyers, managers and anyone who is involved in negotiation at any level.

Learning Outcomes

  • Define negotiation and the myths around negotiation
  • Identify the 3 criteria for negotiating
  • Examine why we negotiate and the alternatives to negotiation
  • Define the skills of a negotiator
  • Identify the four different phases in the negotiation process
  • Examine two negotiation models
  • Practice negotiation.

Course Content

  • What is negotiation
  • The myths of negotiation
  • The 3 criteria of negotiation
  • When do we normally negotiate?
  • The alternatives to negotiation
  • Power and costs the Ideal and the Limit bargaining model
  • The skills of negotiation
  • How well do you negotiate
  • The four phases of negotiation
  • The Close and Agreement
  • Negotiating Challenges
  • The BATNA Model
  • The negotiation exercise
  • Personal Development Plans