Course Overview
Negotiations are a Key part of communication and various roles in organisations. Excelledia’s Advanced Negotiation Skills Program examines ways to enhance your negotiation outcomes, and reviews the latest ideas and techniques in negotiation. By focusing on the value of the deal for you, examining the different issues that emerge with unsuccessful outcomes and weighing benefits, you will be able to ensure greater success and longer lasting relationships from your negotiations. Key topics covered include the importance of excellent planning, ways to set your own objectives, knowing when to ‘walk away’, ‘close the deal’, and comprehending the top tactics employed by key negotiators.Who Should Attend?
- Negotiators at all levels
- Vendor Managers
- Retail Managers
- Purchasing managers,
- Sales managers
- General managers
- Individuals involved in high level buying and selling
Program Outline
- The Key Skills Of Top Negotiators
- The Five Outcomes Of Negotiation
- Negotiating Styles
- The Climate For Negotiations
- Planning To Succeed
- The Elements Of A Negotiation Plan
- Identifying Key Objectives In Your
- Negotiations
- Knowing Your BATNA
- BATNA ‘Rules’ In Negotiation
- The Role Of The ZOPA
- How To Expand The ZOPA
- Deadlock & How To Overcome It
- Your Style In Conflict Situations
- Rights, Power & Interest In Your
- Negotiations
- Dealing With Difficult People
- Some Tactics Of Top Negotiators
- Mind Games & How To Handle Them
Program Objectives
By the end of the training program , participants will be able :- To learn how to effectively plan a negotiation
- To understand the critical role of the BATNA and the ZOPA
- To explore techniques to overcoming deadlock
- To learn how to manage difficult people and conflicts
- To learn the tactics employed by top negotiators
- To understand how to deal with mind games and organisational politics
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