Target audience:

This training course is very useful for those who must deal negotiation as part of their role.

Course overview:

This course covers a wide range of topics such as negotiation strategy, game theory, psychological tactics, human emotional states and bargaining. It prepares delegates for a variety of situations which require negotiation. Case studies and scenarios such as business to business negotiations, sales scenarios and product presentations are provided, along with animations and illustrations that show how bargaining tactics are played out.

Objectives:

At the end of this training course participants will be able to:

• Understand the underlying principles of negotiation and learn what they can do to get the best outcome
• Use a negotiation strategy that moves them closer to a win/win outcome
• Prepare for negotiation by following a step-by-step approach and set their critical limits
• Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
• Derive specific values based on their negotiation variables and use them to bargain systematically over their settlement range
• Finalise the outcome of their negotiation to get exactly what they have asked for