Course Code: T893

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HOW TO NEGOTIATE
Strategy and Behaviour
Friday, 27 June

To be consistently successful in your negotiations you need three things:
• A strategy specifically prepared for each negotiation
• A plan for achieving that strategy
• The behavioral skills to execute that plan

This practical course equips you with the core knowledge and skills to meet those objectives.

What is this course like?
• Interactive – after brief inputs you will practice both planning and undertaking negotiation
• Practical – you will practice using relevant scenarios and apply fundamental concepts to your own markets and clients
• Immediately applicable – useable processes and templates to take away
• Personal – you will get individual feedback and coaching

What does the course cover?
• What negotiation is and is not
• How it differs from ‘selling’
• Why it goes wrong so often

Planning for the negotiation:
• Defining your objective
• Determining your relationship approach
• Identifying the negotiables (beyond the obvious)
• Assessing the ‘power balance’ and how to use that assessment
• Assessing your scope for movement

Executing the plan – the behavioural skills
• The use of proposals and questions
• Handling difficult people
• Dealing with deadlock
• Working alone and in groups

Who should attend?
All those who can vary what they offer – whether they are involved in formal negotiations or not.

COURSE DIRECTOR:
Robbie Macpherson, Chartered Occupational Psychologist and Director BML, Business Development Training Consultancy