Courses for Personal Effectiveness

Negotiating Skills

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

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