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Course Overview
Negotiation is a key skill for professionals. Through negotiation, individuals gain the ability to increase value in numerous aspects of their work by increasing the effectiveness of their communication skills and persuasiveness. Other benefits of being a skilled negotiator include a voiding being cheated, being able to counteract difficult negotiators and their tactics and know when and how to walk away from a negotiation.

Course Objectives
At the end of the course delegates will be able to:
• Describe the basic principles of the negotiating and influencing process
• Develop a range of techniques and skills aimed at improving performance
• Apply these skills in a wide range of situations

Course Outline

• Effective Negotiation
• What is negotiating?
• The Four Phase Model of negotiating
• Defining the Negotiation Environment
• Conducting a principled negotiation
• Standards for principled negotiation
• Planning Wise Negotiation Outcomes
• Forming a negotiation preparation plan
• Setting the stage for successful negotiation
• Going Head-to-Head with "Hardball" Negotiators
• The Psychology of Successful Negotiation
• Preparing for successful negotiation
• Questioning, listening and influencing
• Understanding behaviour and real power
• Closing the deal that works for you
• Using principled negotiation for conflict resolution
• Applying your skills in a life-like case study