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 How To Get The Deal And Be Invited Back
The best conclusion in a negotiation is to create a result that is Win-Win for each side.
This ideal depends on the quality of the partnerships and a set
of identifiable skills and attitudes. Many negotiators get caught between being too hard and harming the relationship, or too soft and failing to get their outcomes. The purpose of
this seminar, is to show you how to avoid this trap, get what you want in a professional context and at the same time maintain good relationships to obtain win-win for all
Objectives
By the end of the programme participants will have:
- Practised the stages of negotiations using your own "real life" role plays.
- A repertoire of effective negotiating behaviours and tactics.
- A framework to analyse and prepare for the negotiations.
- Received constructive feedback on your style and performance as negotiators.
- Designed a personal action plan for further development.
Main Themes
DAY 1
- Role of the effective negotiator
- Framework for successful negotiation
- Cooperative and competitive styles of negotiation
- Preparation phase of the negotiation
- The place and skill of creative problem solving
- Opportunity for self assessment
DAY 2
- Indicators of success
- Push & Pull behaviours
- The power of empathy and rapport
- How to be assertive rather than aggressive
- The Conduct of the negotiation
Day 3
- Update goals
- The psychology of negotiations
- Elements of salesmanship
- How to counter manipulation and negative tactics
- Discussion of personal negotiating difficulties
- Actions and review
Benefits Of The Seminar
Participants from the course have said :
"Half way through, I had to leave for an important negotiation. I put
these techniques into practice and found they worked a dream! When I returned to the seminar, we could all analyse why it went so well."
"This helps in all areas of life: as well as the skills of a professional
negotiator, I learnt about me, my styles of communicating and how I behave under stress."
Garth is able to combine business with psychology and theatre in
a unique way that is not just practical but very entertaining.
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