| INFLUENCING AND NEGOTIATION SKILLS |
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| Course Aim |
| The purpose of the negotiation training programme is to give delegates a clear understanding of the negotiating process and how to negotiate more profitable sales. |
| The programme is suitable for people who need to be able to negotiate on behalf of their organisation and is designed to give delegates more confidence when negotiating. |
| Course Objectives |
| By the end of this course delegates will be able to: |
| • Explain and demonstrate what is meant by negotiation |
| • Describe and display the stages of the negotiation process |
| • List the tactics and behaviours used during negotiation |
| • Describe how negotiation can be used in their working day |
| Content |
| Course content includes: |
| • What negotiation is and why it is important |
| • How to plan and prepare for negotiations |
| • How to structure negotiations |
| • Negotiating styles |
| • Personal power and how to increase it |
| • Negotiating tactics |
| • Movement and concessions |
| • Developing win-win solutions |
| • The closing stages of negotiation |
| • Preparing a personal action plan |
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| How the course works |
| Delegates are given a full understanding of what negotiating is and why it is important that they are able to negotiate profitably. |
| Over the period of the course, delegates work through the negotiating process, practising the skills at each stage, so that their skills are developed, and confidence built, in a range of negotiating situations. |
