NEGOTIATION SKILLS

Learn to set and prioritise your objectives, clarify information and express possibilities and impossibilities by linking offers to conditions.

Preparation

  • Setting your objectives

  • The HIT Table

  • The Successful Negotiator

  • Asking for information

  • Planning a meeting

  • Providing explanations

Setting objectives

  • Prioritizing your objectives

  • Drawing up the agenda

  • Getting to know the other side

  • Arranging a meeting

  • Stating and asking about interests

  • Agreeing on agenda points

The Meeting

  • Invitation to a meeting

  • Last-minute changes to the agenda

  • The meeting’s goals

  • The best approach

  • Sending a cover letter/email

  • Amending and confirming the agenda

  • Stating your goals at a meeting

  • Meeting and greeting

Proposals

  • Making a proposal

  • Responding to a proposal

  • Offering a counter-proposal

  • Presenting a proposal and counter-proposal

  • Clarifying information

  • Expressing possibilities and impossibilities

  • Linking offers to conditions

A New Offer

  • Welcoming audience

  • Introducing the topic

  • Introducing yourself to build credibilty

  • Dealing with nervousness

  • Welcoming audience

  • Introducing the topic

  • Introducing yourself to build credibilty

  • Dealing with nervousness

Dealing with Deadlock

  • Handling conflict

  • Dealing with differences

  • Settling matters

  • Expressing agreement and disagreement

  • Asking pertinent questions

  • Making and obtaining concessions

  • Encouraging agreement