Target Audience

This module is designed for anyone who engages in negotiation as an integral part of his or her job function.

Purpose

Delegates will be given a proven structure to follow and a host of tips & techniques to enhance their confidence and negotiation skills.

Programme content

• Adopting an assertive approach
• What is negotiation
• Case study evaluations
• Following a negotiation framework
• Key principles of negotiation
• Power of preparation & organisation
• Cost v benefits analysis
• The initial stance
• Obtaining the shopping list
• Testing to determine how close to commitment
• Bargaining to trade concessions
• Searching for variables
• Using notes to positive effect
• Getting to the agreement stage
• Making the deal stick
• Practical application & critique
• Post-Course Action Plan
• Post-Course Tutor Assessment and Academy Report

Methodology

Courses are conducted in a relaxed, participative & fun style. Delegates will be involved in both individual & group exercises including role-play activity to consolidate their understanding. Tutorial instruction and feedback will be provided throughout.

Outcomes

As a result of attendance delegates will:

• Feel more confident in the planning of their future
• Have an appreciation of their own preferred negotiation style
• Adopt more control during the negotiation interview
• Have a better chance of negotiating a positive outcome

Venue

The Mill House Hotel, Kingham, Oxfordshire

2007 Dates

9-10 January | 4-5 April | 25-26 July | 16-17 October