Details

Category: Personal Effectiveness

Published: Wednesday, 22 May 2013 12:22

Written by: Matt Pye - HWD

Programme Objectives

Participants will understand the dynamics of negotiation and how to apply best practice to their negotiations to achieve successful implementations and build co-operative relationships.

Learning Goals

By the end of the programme participants will be able to do the following:

• understand the dynamics of negotiation
• plan a principled negotiation
• understand and empathise with the other parties’ interests
• give and obtain appropriate negotiating mandates
• work creatively to generate workable options
• plan strategically to be influential and persuasive
• manage the process and phases of a negotiation meeting
• establish and maintain a healthy working climate
• appreciate the importance of using negotiating “behaviours”
• handle adjournments, manage teams and be conscious of body language
• listen for the other party's real needs, feelings and intentions
• lead relationships - away from
• conflict and towards joint problem solving