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Stage 1 - the Course

• Negotiation defined - what it is and what it is not
• The traits of a successful negotiator
• Preparing to negotiate:
  Setting objectives and identifying those that are win-wins early in the process
• Researching intelligently and preparing your fallback positions
• SWOT and PEST analyses on your opposite party
• Deciding what you can and cannot trade - preparing "what if" scenarios
• The negotiation
• Creating a constructive environment
• The 3 Vs of communication - visual, vocal and verbal
• Managing the initial bids of each party
• Questioning techniques to control, develop trades and conclude the negotiation
• "What if" questions to develop your versatility
• Background, assertion and difficulty questions - the BAD Model
• Learning to trade not concede
• Dealing with difficult situations
• Practical exercises to put these principles into practice
• Individual action planning to transfer your learning back to work

Stage 2 - MP3 Learning bites

1. Successful Negotiation Skills
2. Getting your message across
3. Thinking on your feet

Stage three - e-learning
After attending the course a modular e-learning programme will be delivered to your inbox. These interactive, bite-sized follow-ups can be completed in your own time, cementing the learning from the course with further practical exercises designed allow continued development of your new negotiation skills.