List of programmes

 

NEGOTIATION FOR SUCCESS

Medium: Public and In-house   Location: Public Course - Wellington
  In-house - By Arrangement

Costs: Public Course - $1100+GST   Dates: Public - 1-2 July
26-27 October
  In-house - On application   In-house - By Arrangement

DESCRIPTION

The ability to negotiate effectively is critical for success. Be it a major commercial deal or a simple employment agreement, we must be able to identify what it is we want, what we are willing to accept and what is and what is not negotiable. We must then be able to work towards agreement without damaging relationships. At the same time, we must remain firm under pressure, avoid the hidden pitfalls and handle the tactics used at times to make us concede.

Through the skills of negotiation, we can work constructively towards reaching agreements which not only satisfy us but the other party as well. In essence, we are able to build long term relationships, respect and trust, the essential ingredients for business success.

OBJECTIVE

The aim of this two day workshop is to assist managers, team leaders and senior staff in developing a thorough understanding of the process of negotiation and to provide them with the skills, framework and methodology necessary to prepare for and conduct negotiations successfully. Particular emphasis is on enhancing the quality of negotiated outcomes through the promotion of "win - win" results and the building of long term relationships.

CONTENT

The topics covered in the workshop include:

  • Negotiation - winning or losing
  • Difference between negotiation and other forms of agreement
  • Attributes of the effective negotiator
  • Negotiation and desired outcomes for your organisation
  • The negotiation process
  • The nine steps of preparation for negotiation
  • Setting the climate for negotiations
  • Working towards agreement - opening, discussing, proposing and bargaining
  • Communicating skills for negotiation and managing relationships
  • Negotiation strategies, tactics and different social styles
  • Recognising and counteracting games people play
  • Applying negotiation skills to projects - threats to time, cost and scope.

RESULTANT BENEFITS

On completing the workshop, participants will be able to use win - win negotiating techniques, prepare and present appropriate negotiation packages and use effective communication skills for negotiating quality outcomes. They will also be able to remain firm on issues without damaging relationships and recognise and counteract the tactics of others.  

 

  • For details of our public course dates click here
  • To book on to a public course click here
  • To contact us about a customised in-house programme for presentation on the site of your choice click here