Management and Communication Courses

Who should attend ?

Those whose job success can depend on their ability to negotiate optimal business solutions (externally and internally).

Objectives

• Identify and improve their own negotiation style

• Understand and plan the different stages of negotiations

• Establish their own high and low priorities and identify the other side’s (N.B. Fixing one’s BATNA)

• Create the options necessary to create win-win results

• Principled vs positional negotiation

• Understand the psychology of negotiations (N.B. The perception of “power”)

• Handle the cross-cultural aspect of negotiations

• Recognise and handle “dirty tricks”

• Conclude negotiations successfully and maintain good relations with the other side.

Course content

Workshops : Maximum participant practice negotiating themselves.

• Identification of individual areas of improvement both behavioural and technical

• Understand “principled” negotiation and overcome “positional” negotiation.

• The difference between strategy and tactics

• Identify and handle dirty tricks while avoiding conflict and deadlock

• The importance of power and perception

• Cross cultural and other functional aspects of negotiations

• How to conclude negotiations successfully, satisfy mutual interests and build long term business relationships.