Introduction to Negotiation
- Why do you need to negotiate?
- What types of negotiation are there?
- What characterises a self-confident negotiator?
- How to deal with conflict in negotiations
- What steps must you go through when negotiating?
- What is the difference between negotiating and persuading?
Negotiation Strategy
- What outcome should you aim for?
- How to conduct an outcome analysis
- What is the best negotiation strategy?
- Should you bargain openly over positions?
- What is principled negotiation?
- What strategies can help you gain the upper hand in negotiations?
- What can you do to move a negotiation forward when it stalls?
How to Negotiate
- What is the guide to negotiation preparation in 8 steps?
- How to discuss negotiation variables
- How to systematically set your selling or buying limits
- How to manage your negotiating room
- How to handle concessions you make or receive
- How to resolve deadlocked situations
- How to reach an agreement that secures what you asked for
- How to bring a negotiation to a close
Emotions in Negotiations
- How to handle negotiations emotionally
- How to bargain effectively
- How to use human emotional reactions to your advantage
- How to use body language purposefully
- How to express your refusal while maintaining the relationship
Dealing with Psychological Tactics in Negotiations
- What psychological tactics are used in negotiations, and how do you respond to them?
- How to deal with an angry negotiator
- How to respond to shock tactics
- How to strengthen your negotiating position and weaken the other side’s
- How to handle it when the other side is not authorised to proceed
- How to respond when you are left with only one option
- How to deal with a demanding negotiator
