Negotiation Skills

To enable participants to

• understand the principles of negotiation and its role in everyday work situations including during the selling process
• to be fully aware of the critical importance of preparation when negotiating, what to prepare, and how to go about it
• demonstrate confidence and capability in actually conducting any negotiation in a variety of professional and personal situations

• Negotiation principles
• Developing the core negotiation skills
• When, and when not, to negotiate
• Planning a negotiation
• Getting it right - distributive and integrative negotiations
• Determining your negotiation style
• Negotiation 'variables' and 'levels'
• Gender, cultural and external factors
• Practice at dealing with common negotiating situations including fee negotiations