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Effective Negotiation Skills

By the end of the Advanced Negotiation Skills course you will be able to:

  • Prepare effectively for complex, challenging negotiating situations
  • Cope more effectively with difficult people
  • Adapt your style depending on the situation
  • Maintain progress through the phases of the negotiation, even under pressure
  • Develop your skills at handling conflict
  • Recognize when and how to make concessions
  • Work more productively as part of a negotiating team.


1-    Course overview and objectives

  • A forthcoming negotiation
  • The three processes you need to get right

2-     Who am I negotiating with?

  • Types of negotiators and how to work with each type
  • Authority levels and decision-making, background culture

3-     My style, my skills and my energy

  • The skills and attitudes of the effective negotiator
  • My own areas of strength, and areas I need to work on
  • Building an effective negotiating team

4-     Developing a strategy

  • Research and preparation
  • Aims, goals, plans and tactics

5-     The phases of a negotiation

  • Before entering the arena
  • The handshake – getting the opening right
  • Using summaries, timeouts and signposts

6-     Predictable tactics used by tough negotiators

  • Developing counter-measures
  • Ten tips which will always help

7-     Dealing with difficult people

  • What makes some people so difficult to deal with?
  • Typical difficult behaviors and how to handle yourself
  • Gaining respect

8-     Managing conflict

  • Productive conflict, dealing with aggression

9-     About concessions

  • Are you in the zone of potential agreement?
  • Trading not conceding – ‘If you . . . then I . . .’
  • What is your BATNA? What is theirs?

10-    Bringing it to a conclusion

  • Building common ground
  • Summarizing carefully
  • Walk away is better than a bad deal’



Who Should Attend

People with Some Experience of Negotiation Who Wish to Further develop Their Skills.


3 Days

Start Date End Date Country City

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