Negotiating - the essentials

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Negotiating is about creating and claiming value – and it is rarely smooth. The process can be complicated by personalities, hierarchies and perceived power. With this in mind, this hands-on seminar introduces, practices and transfers a range of key negotiating skills and behaviors. Using an experiential approach, the seminar is ideal for all professionals who need to develop their skills, confidence and outcomes when negotiating with customers, suppliers and colleagues both internally and externally.

• Review the key principles, skills and processes required for successful negotiations.
• Develop a sustainable approach for preparing and planning to negotiate.
• Acquire effective communication techniques for negotiating.
• Recognize when and how to close the negotiation – and when to walk away.
• Develop a personal approach that is both authentic and effective.

• Planning for success by identifying your objectives, limits and tradables.
• Understanding the human and behavioral aspects of negotiations.
• Dealing with objections and getting past "no".
• Uncovering needs and priorities through questioning techniques.
• Creating and claiming value.
• Dealing with difficult partners.
• Dealing with deadlock.
• Achieving win-win without meeting in the middle.
• Reading between the lines and hearing what is not said.
• Repackaging a proposal.
• Closing the negotiation.