Description

Course Overview

• What is negotiation?
• The successful negotiation
• Making the right impression
• Getting off to a good start
• Exchanging information
• The bargaining stage
• Reaching mutual gain and moving beyond “no”
• Dealing with negative emotions
• Moving from bargaining to closing

 

Learning Objectives

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

• Recognize the importance of preparing for the negotiation process, regardless of the circumstances;
• Identify the various negotiation styles and their advantages and disadvantages;
• Develop strategies for dealing with tough or unfair tactics; and
• Understanding basic negotiation principles, including BATNA, WATNA, WAP and the ZOPA