Institute of Sales & Marketing
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In-House Training
Do you have more than 7 colleagues requiring the same training? Why not conduct this training In-House?
More info Negotiation Masterclass
1. Introduction to Negotiation Masterclass
Becoming a master of negotiation is crucial for busy executives who need to control complex situations every day whether it's getting the salary you want or a deal you need.
Negotiations are seen as a contest of wills in which power determines the outcome, each party fights it out until there's a winner and a loser, but this approach produces short-term results and leaves both sides exhausted, resentful and dissatisfied.
Win – Win is an attitude not an outcome
This highly intensive training course will provide you with an effective, efficient and principled negotiation style that will produce agreements to meet the needs of both parties and ensure we all win.
On successful completion of the course delegates will:
- Recognise the different types of negotiations
- Recognise that the wide range of personal skills and ttributes required to negotiate effectively and how to develop and enhance these.
- Prepare appropriate negotiation strategies, implement and adapt them as appropriate.
- Deal with relationship issues, including considering each party's perception; seeking to make negotiation roposals consistent with the other parties' interests; making emotions explicit a legitimate; matching, pacing, leading and active listening.
- Create sufficient capacity to effectively represent your interests in negotiation-power management.
- Deal with difficult and competitive negotiators.
- Use a structured approach to the negotiation process.
