COURSE OVERVIEW

80% of this course is practical sessions where participants will be engaged in a series of interactive small groups, class workshops and role-plays. 

 

This course is designed to provide participants with a detailed and up-to-date overview of Advanced Negotiation Skills. It covers the negotiation stages comprising of preparation, discussion, proposal, bargaining and closing; the key negotiation principles, types of negotiation and the role of power dynamics in negotiations; the structured approach to negotiation through goal setting; the personal negotiation styles and areas for improvement; and the advanced preparation techniques, Best Alternative to a Negotiated Agreement (BATNA) and gathering and analyzing information about the other side 

 

Further, the course will also discuss the objectives and priorities and the techniques to influence perception and controlling the agenda; the rapport and trust and the use of psychology and persuasion techniques to influence outcomes; the complex negotiations, managing emotions in negotiation and overcoming barriers to agreement; the opening offer and how to make strategic concessions; and the advanced tactics, cross-cultural negotiations and negotiating in different business contexts. 

 

During this interactive course, participants will learn to deal with difficult negotiators in a professional manner; the ethical considerations and maintaining integrity in complex negotiations; the crisis and high-pressure situations and the difference between collaborative and competitive negotiation style; dealing and achieving agreement; analyzing and learning from the negotiation process to improve future outcomes; and the long-term relationships after negotiation and developing a negotiation action plan.