Participants will leave the programme understanding the theory and practice of negotiating.

Delegates will find this an illuminating and challenging programme and will leave well equipped to handle negotiations in the future whether selling and handling pricing issues or buying and wanting to retain good relationships with suppliers. 

The course covers: 

• Negotiating styles 

1. Analysing your own style

• The principles of negotiation
• Characteristics of a successful negotiator
• Preparing for a negotiation

1. Pre-negotiation research
2. - Planning the negotiation strategy
3. - Setting objectives
4. - The four stages of a negotiation
5. - Estimating the variables
6. - Costing concessions
7. - Establishing your bottom line

• Negotiation techniques

1. Creating the right climate
2.  Opening the negotiation
3. Establishing the negotiation parameters
4. Trading concessions
5. Winning outcomes

• Dealing with conflict in negotiation
• The effect of giving a discount
• Avoiding the common mistakes
• Negotiating in competitive markets
• Negotiating with skilled buyers
• Confirmation and contracts
• Practical exercises with individual feedback and review
• Self development techniques for the future