Location

Duration

Date

Fee inclusive of VAT

Course Overview

Negotiation is part of our daily lives. Every day we negotiate with customers, suppliers, co-workers, business associates and family members. Negotiation is a method by which people settle diﬀerences. It is, to put it simply, the process of trying to get what you want from another person. Too often, business negotiations are limited to a battle over price.

Course Objective

Compare and contrast between the integrative and the distributive types of negotiations
Evaluate and assess the soft, hard and principled styles in negotiation
Identify and assess personality styles in negotiation
Distinguish between the four phases of negotiation
Examine and apply the different negotiating tactics
Discover the best approach to resolving conflict and building trust
Plan and conduct effective negotiations as part of a negotiating team

Who Should Attend?

Executives, managers, professionals, salespeople, entrepreneurs, customer service representatives, and anyone who wishes to enhance their negotiation skills and make negotiations a more enjoyable.

Course Outline

Basic Negotiation Skills
The many faces of negotiation
Why do we need to negotiate?
Negotiation outcomes
Negotiation behaviors
Negotiation and personality styles
Characteristics of a good negotiator
Essentials of negotiation
Phases of negotiation
Plan/prepare
Discuss/debate
Propose/bargain
Negotiation planning, preparing, and power
The seven pillars of negotiation wisdom
Assessing the source of negotiating power
Altering the balance of power
Negotiation strategies, tactics and trust building
Thirteen basic negotiation tactics
Negotiation mistakes to avoid
Dealing with difficult negotiators

Training Methodology

Presentation & Slides
Audio Visual Aids
Interactive Discussion
Participatory Exercise
Action Learning
Class Activities
Case Studies
Workshops
Simulation

Terms & Conditions

ACTrain reserves the right to alter the Course Schedule without Prior Notification, Fees Quoted are Subject to Terms & Conditions Outlined in ACTrain's Registration Policy

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