Whether you are negotiating a contract with a supplier or work requirements with team members, your negotiation skills directly influence the result you get. This course will examine how you can apply a win-win collaborative approach to negotiation to produce better outcomes for yourself and your organisation. You will learn how to plan your negotiations for positive, long-term results and how to establish and build rapport.

Negotiation types and styles

• Defining negotiation, influence and persuasion
• Identify different negotiation types and styles
• Strategies and approaches to negotiation

The art of building rapport

• Why rapport is important
• Building safety and trust with integrity
• The mechanics of influence
• Psychology of persuasion
• Communication skills
• Communicating a strong why

Expert negotiation skills

• Characteristics of expert negotiators
• Questioning
• Probing to get to the core
• Reframing
• Negotiating with objective criteria
• Dealing with difficult people

The negotiation meeting

• The negotiation plan
• Identifying the objectives
• Create options for mutual gain
• Getting to agreement

Managing difficult behaviours

• Dealing with emotions
• Challenging tough negotiators and tactics
• Points of contention