Negotiation skills

• Recognise phases involved in all negotiations
• Recognise key interpersonal skills needed at each phase
• Know how to prepare and plan before each phase
• Know negotiation styles and their strengths and weaknesses
• Understand how blockages and deadlocks happen and what to do
• Know how influencing and persuasion skills contribute to a productive negotiation
• Be better able to handle difficult people and conflict situations
• Work more effectively as part of a negotiating team
• Improve ability to actively persuade colleagues and other stakeholders
• Be able to negotiate better deals and agreements

1. Introduction to Negotiation

• What is negotiation?
• Negotiation factors
• BATNA
• The Negotiation Process

2. Natural Tendencies in Negotiation

• Competitive negotiations
• Natural tendencies
• Tactics used in negotiation

3. Competitive versus Collaborative Negotiation

• Two styles of negotiation
• Positions versus interests
• Power behaviours
• Finding common interests
• Strategies to develop trust

4. Preparing to Negotiate

• The Negotiation Planning Worksheet
• Situational analysis
• Developing your strategy

5. Conducting your Negotiation

• The importance of listening
• The art of dialogue
• Asking effective questions

6. Action Planning and Next Steps

• Your Negotiation Worksheet
• Personal Learning Plan

• Communicating for Clarity
• Leading EDGE Selling
• Building Strategic Partnerships