Win-win Negotiation

By the end of the course, delegates will be able to:

• prepare a negotiation effectively
• research and prepare for negotiations
• define clear negotiation objectives, including a BATNA (Best Alternative to a Negotiated Agreement)
• evaluate their counterparties through verbal and non-verbal communication
• establish and maintain a positive negotiating environment
• identify trading currencies
• bid, bargain and close a deal
• manage the emotional dimension of negotiations

Negotiating skills are vital in the modern business environment, but many people feel uncomfortable negotiating a workable solution using other tactics such as competition, accommodation, or avoidance. The results of an unsuccessful negotiation may not be apparent immediately, but they appear in the long-term relationship between the counterparties.

This course focuses on negotiating a win-win solution in the knowledge that this improves long-term business relationships. Win-win negotiating is a process by which two counterparties identify mutually acceptable decisions and agree outcomes that define the nature of their future interactions. It is a process that normally means starting with one position and then giving elements of it up to move to a different position.