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Negotiation Skills and Techniques

Negotiation is an everyday challenge for some whether it be in the office, field or at home. Have you ever walked away from a situation thinking "if I'd only put my thoughts, side, opinion or words across better"?

This 2-day course is perfect for managers, supervisors and sales people. It will focus on negotiation skills and the techniques that go with it. In this energy-charged provision you'll learn and practice negotiation, assertiveness and influencing techniques.

Course Objectives

By the end of the course participants will be able to:

Understand the importance of preparation and how to set about it

Use a proven model to move through the stages of negotiation to work towards a win-win situation every time

Understand the different styles of negotiating

Establish both their and the other party's bargaining positions

Effectively close and confirm the negotiation

Negotiate confidently and successfully having practiced their negotiation techniques during the course

Course Content

The Negotiation Skills and Techniques course is made up of the following modules:

Module One – An Introduction to Negotiation

• Assessment of your current negotiation strengths and improvement areas
• What is negotiation?
• Why do negotiations break down?
• How successful are you in negotiation?
• The negotiation model – the four stages

Module Two – The Preparation Stage

• The importance of preparation
• Why we need to prepare
• What to prepare
• Preparing a range of objectives
• Constants and variables
• Researching the other party

Module Three – The Discussion Stage

• Rapport building
• Opening the negotiation
• Questioning techniques
• Listening skills
• Controlling emotions
• Spotting the signs - Non-verbal communication and voice clues

Module Four – The Proposing Stage

• Stating your opening position
• Responding to offers
• Adjournments
• Effective tactics to employ

Module Five – The Bargaining and Closing Stage

• Making concessions – the techniques
• Closing techniques
• Confirming agreement

Scheduled Courses

Unfortunately this course is not currently scheduled. If you have a need for this course, please call us on 0115 984 9940 or contact us online by using the form on the right hand side of the page.

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Associated Group Ltd
Sterling House
10 Wheatcroft Business Park
Landmere Lane, Edwalton
Nottingham NG12 4DG

Tel: 0844 800 9185
Fax: 0115 921 5352