Effective Preparation before the Negotiation
assessing your position and that of the other negotiating
team
identifying best and worst outcomes - agreements, profit,
volume or terms
identifying your 'trade offs' and their values
setting primary and secondary objectives
planning the strategy
Types of Negotiation
short term and long term
one to one and team negotiations
when to negotiate, sell - or move on
Negotiating Styles and Behaviours
qualities, skills and behaviours for effective negotiation
your style and the implications
influencing the environment
dealing with bullies and pressure
applying pressure - gently
amending your style and behaviour to get the best results
Questioning Techniques
information gathering, blockbusting and multi-level questioning
- QUEST tm
Precision Listening and Accurate Assessment
fully understanding the situation and the pressures the
other person is under
Criteria for Success
establishing a win-win situation
positions versus interests
Tactics and Strategies used by Your Opponents
what if the person you are negotiating with has been on
the same workshop!!!
what your negotiating partner doesn't want you to know
How to Handle Objections and Difficulties
avoiding deadlock
dealing with manipulative behaviour
