Overview
Throughout their careers professional s will use their negotiation skills to achieve success on behalf of their clients. The negotiator, therefore, often has to deliver without having the decision-making authority. Achieving the best possible, usually commercial, outcome from a negotiation can be the mark of a great professional service provider.
Delegates
This course is aimed at All professionals who are required to conduct negotiations.
Objectives. By the end of the course delegates will...
- Have a model for negotiation
- Have an understanding of the negotiation process
- Have the skills to plan, open, run and even rescue a negotiation
- Have their own favoured tactics and know-how to trade concessions
- Have an understanding of the tactics the other side may use
- Have the know-how to lock in agreed points and summarise to maintain momentum
- Have a plan to get the points as agreed into an agreement
Commercial benefits
- Highly effective negotiators
- Improved negotiation outcomes
- Reputation for delivering a commercial solution rather than race towards the technical solution
- Clients who feel their needs, drivers and motivations are understood
Course duration: One day