DAY 1

Introduction and learning objectives

Definition and different types of negotiation

• the characteristics of an effective negotiator

A principled approach

• win/win negotiation
• understanding the processes and phases
• building the right relationship

My negotiating style

• what is my style? how flexible is it?
• what other key skills do I need to develop?

Preparing to negotiate 

• what are their issues/my issues?
• the essential information
• the balance of power
• setting priorities.

DAY 2

Review of Day 1

The discussion phase 

• planning the initial approach
• exchange, influence and signalling
• issues and personalities

Conditional trading

• ‘if you will. . . then I could. . .’
• trading v movement
• positive signals

Packaging a proposal

• a partnership approach, price and package
• building common ground
• knowing when to walk away

Personal development – action plans

•  areas of strength and development

Action planning

Role-plays and case studies will be used at each
stage throughout both days.