Negotiating Effectively
Course Ref: N01

Should I attend this course?
A trained negotiator is a great asset to any organisation, giving it a competitive edge by saving money and ensuring that it makes the best possible deals. If you are new to negotiating, this course will introduce you to the process and explain how to follow a structure which will ensure success.

We all negotiate in our daily personal lives: with our family and friends, or shopping at a market stall, or selling a car, for example. In this course you will learn how to take these skills to the next level, using them to powerful effect in business transactions. The techniques you discover will also help you to negotiate more effectively in situations outside the workplace.

The course is highly interactive and practical. It includes plenty of opportunities to practise your skills in simulations of real negotiating scenarios, and to receive feedback.

What will I learn?
After attending this course, you will be able to:

• Explain the concepts of negotiating and the roles and responsibilities of negotiators
• Identify the skills and behaviours of an effective negotiator
• Describe the stages of the negotiation process
• Use tools and techniques to negotiate effectively

What does the course cover?

• What is negotiating?
• What are the roles and responsibilities of negotiators?
• What are the qualities and characteristics of a good negotiator?
• What negotiating styles could I use?
• What is the structure of the negotiation process?
• How should I prepare to negotiate?
• How should a negotiating team work together?
• What are the roles of individuals in a negotiating team?
• How should the negotiation be opened?
• How can I use questioning techniques effectively?
• How can I develop my listening skills?
• How can I signal conditional interest before committing to the deal?
• What are the rules for requesting and making concessions?
• How can I ensure that both parties understand the proposal?
• What actions should the parties take when the deal is concluded?

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