NEGOTIATING SKILLS

AIM

To enable delegates identify the principles and benefits of effective negotiations.

OBJECTIVES

By the end of the workshop delegates should be able to:

• State the difference between selling and negotiating and recognise the point where a negotiation can begin
• Identify what they need to prepare before a negotiation
• Identify the key stages in the negotiation process
• Use appropriate techniques and tactics in a negotiation
• Use appropriately the skills of questioning, listening and summarising in a negotiation
• Develop plans to successfully transfer newly acquired skills and knowledge to increase their own personal effectiveness

This workshop is delivered in an interactive style using a range of training techniques and resources. Course handouts are provided.