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Essentials of
Negotiation

Get the skills, insights and competencies to conduct negotiations successfully at every level.

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The Key Issues

In your role as a manager, you are faced with situations where you have to negotiate nearly every day. It might be with clients, colleagues, business partners or even suppliers. However, key negotiation skills are not something that comes naturally to most managers. You need to learn different skills and behaviours for each stage of the negotiation process and to close the negotiations effectively.

Negotiation skills

Active listening skills

Communication skills

Key Competences​

Persuasion and Influence

Planning for negotiations

Managing confrontations

The Right Programme for You

You work in sales, purchasing or are a head of a team or department, and you need to negotiate the best possible terms of an agreement for your company. This programme gives you the skills you need in your day-to-day role.
  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

Highlights

Identify and use the six stages of the Negotiation Model.

Explore the four dimensions of DISC and how it impacts persuasion and negotiations.

Plan your own strategy to apply to your negotiations.

Learn, Practice and Use

  • Develop an effective plan and strategy for any negotiation you encounter
  • Know what behaviour to adapt at each stage of the negotiation process
  • Successfully apply the principles of persuasion to any negotiation situation
  • Know when—and when not—to negotiate
  • Learn the 6 stages of the Negotiation Model
  • Effectively negotiate face-to-face, on the phone or through e-mail and other media
  • Understand the four dimensions of DISC and the style tendencies of each
  • Identify why negotiations become derailed and how to avoid negotiation traps
  • Learn how to use different communication techniques in different situations Become a great negotiator in your role

Programme Details

Essentials of Negotiation: for all Business People is a 3 day hands-on training programme, highly interactive with exercises and role plays. The programme focuses on the key skills you need to negotiate as a manager today. Learn how to plan your negotiation in advance and use both persuasion and communication skills to drive the negotiations forward. You leave the programme with an action plan that you can implement straight away.

Seven Programme Modules

  • The basic concepts of negotiation 
  • What is negotiable in typical business situations 
  • Identify approaches to negotiation
  • Identify the six stages of negotiation 
  • Use appropriate behaviours in each of the stages 
  • Define the influences on the negotiation process
  • Plan a negotiation 
  • Determine a settlement range 
  • Apply the planning framework in practice negotiation
  • Apply the persuasion process 
  • Use the frame/reframe process to understand the other party 
  • Examine possible approaches to use when there is confrontation 
  • Use listening skills in the negotiation process
  • Explain the four dimensions of DISC and the style tendencies of each 
  • Describe the characteristics of dual styles and their impact on negotiations 
  • Describe how to adapt style to maximize the results of negotiations 
  •  Identify why negotiations become derailed and how to avoid negotiation traps
  • Plan a strategy to apply your negotiations 
  • Describe the process of identifying a problem or issue for negotiation 
  • Identify steps and techniques for choosing appropriate communication methods 
  • Create and apply a strategy for a business negotiation simulation
  • Apply what you’ve learned to plan a negotiation for back on the job
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Testimonials

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