Negotiation Skills Workshop
Agenda
Why negotiate?
Students gain an understanding of the role and importance
of negotiation in their personal lives and careers. They
learn about the considerable benefits -
financial – of skilful negotiation.
Styles and approaches
Looks at pros and cons of competitive and cooperative
negotiation styles. Students learn how the importance of
the longer term relationship should guide their choice of
approach.
Preparation
Highlights the need to set clear objectives and considers
what the other party’s negotiating tactics might be.
Students work in pairs to determine the cost and value of variables (things that can be traded) to both parties.
Looking beyond demands
Good negotiators know that you need to uncover the other
party’s interests and concerns. Students practise using questioning techniques to surface what lies behind their
demands and explore creative solutions.
Opening positions
Confidence and credibility underpin a successful opening.
Students learn to begin with their most ambitious objectives
and how to respond when met with rejection. This part of
the session also looks at how body language either
supports or betrays the verbal messages being sent.
Bargaining
Using the “give to get” trading principle to help secure
outcomes that meet the needs of both parties. Students
work in teams to negotiate the key terms of a supplier
agreement followed by a discussion about tactics and
results.
Key skills: negotiating, planning, setting goals, dealing with pressure, problem solving, persuasion, framing, objective thinking, questioning