Negotiation Skills

Aim:	Negotiation is the process by which we explore and agree the terms for getting what we want from people who want something from us. It could apply to goods, services or even behaviours, in both business and personal contexts. As such, it is an essential skill in achieving beneficial outcomes for all parties concerned.
Course Objectives:	Learn processes and techniques for conducting successful negotiations Understand the importance of planning prior to commencement of a negotiation Gain confidence in ability to negotiate mutually beneficial outcomes
Course Duration	One day
Course Content:	The four phases of negotiating – Prepare, Discuss, Propose and Bargain Establishing ‘must get’, ‘should get’ and ‘could get’ options Constructing FAB statements (Feature, Advantage, Benefit) The RESPECT negotiation model Opening the discussion positively and productively Rapid rapport building techniques How best to use verbal and non-verbal communication during a negotiation Spoken language to use and words/phrases to avoid The 15 ‘power’ words – used to influence and persuade Listening and questioning skills Overcoming objections without making too many concessions Dovetailing mutual desired outcomes to achieve a win/win result Trial close – how to ‘test the water’ Closing techniques – the alternatives and deciding which best fit your negotiation style. Tying up the loose ends to ensure that what has been agreed really is in place