At the end of the educational programme the participants will be in a position to:
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Describe the strengths and weaknesses of their own negotiating style and identify specific areas of behaviour to be developed / changed so as to improve their performance in future internal / external negotiations.
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Negotiate more effectively to achieve results through influence rather than authority.
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Prepare for and structure negotiations to apply the 4 fundamental guidelines of Principled Negotiation so as to form productive long-term relationships with colleagues, customers and suppliers.
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Explain the phases and stages involved in a negotiation and demonstrate appropriate tactics and behaviours in each.
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Prepare and plan for a negotiation in a systematic, flexible and effective way.
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Distinguish between ‘Concession Trading’ and ‘Concession Making’, explain the rules for Concession Trading and apply those rules effectively in future negotiations.
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Communicate more effectively by using the Verbal, Vocal and Visual channels of communication.
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Distinguish between tactics which are acceptable and those which are not, recognise when ‘dirty’ tactics are being used on them and take positive steps to counter their effect.
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Apply with confidence, the techniques learned during the seminar, in future negotiations.
Moreover, the seminar offers the following organizational rewards:
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Individuals producing a wider range of creative options to conflicts and problems
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Individuals valuing productive and effective relationships for achieving results
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Improved performance and effectiveness
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Better and sustained agreements