Course Objectives

To train participants in the modern techniques of effective negotiations with stakeholders. Negotiation techniques are required in all occasions of human encounter - to achieve maximal benefits individuals need to learn the intricate processes of negotiation for interpersonal and corporate meetings


Who Should Attend?

Board Directors, Directors Executive and Senior Management staff, who interact with various stakeholders external into the organisation

Prerequisite Courses

None


Course Overview

Introduction

- Personal attributes
- The six trigger points
- The ‘good’ negotiator

Processes of Negotiation

- Definitions
- Characteristics
- Negotiating Processes
- Mixed situations

Identifying an approach

- Expectation tests
- Describing the tests
- Subjectivity of the tests

The rhythm of negotiation

- Factors
- Typical negotiation sequence
i) Opening moves
ii) Mid game
iii) End game and closure
- Variations

Bargaining Power

- Ingredients
- Assessing bargaining power
- Manipulating bargaining power

Strategies for negotiation

- Three underlying Principals
- Standard strategies
- Innovation and movement strategies
- Conclusion and closure strategies
- The combined strategy

Negotiating Teamwork

- Preparing the Case
- Team organisation
- Team behaviour

Negotiating Tactics

- Investigation
- Influencing
- Innovation
- Conclusion

Negotiating psychology

- Conflict, frustration and Stress
- Pressure and Movement
- Identifying and exploiting individual


Course Materials

Course notes, exercise materials and sample solutions