Negotiation Essentials - The Fundamentals of Successful Negotiation
Details
INTRODUCTORY
Negotiation Essentials
Explore negotiation from start to finish as well as the behaviours and methods that can be deployed throughout the process.
The workshop aims to equip the participant with an awareness of the negotiation process and the tools, techniques and methods professional negotiators use to achieve better outcomes.
Outline
1 DAY COURSE
LEARNING OUTCOMES
Our practical one-day course will equip you with the knowledge and tools to:
- Describe the negotiation process in terms of the end-to-end process and demonstrate the behaviours that are appropriate to use for each phase.
- Undertake negotiation planning to allow the organisation to define the key objectives and how they can be achieved.
- Perform an example of a negotiation with the aim of achieving the realisation of the objectives as the outcome.
- Demonstrate a range of persuasion methods and explore the appropriate behaviours to use when deploying each of them.
- Describe how the professional negotiator controls the conduct of the negotiation and confidently demonstrate these behaviours.
BENEFITS OF ATTENDING
- Increased confidence and appreciation of the importance of preparation and planning to achieve better negotiated outcomes.
- More effective in knowing what to say and do at each phase of the negotiation.
- Lowers the likelihood of losing value from making simple mistakes in a negotiation.
COURSE OVERVIEW
1 - The negotiation process
2 - What makes a good negotiator?
3 - Planning for the negotiation
4 - Building person to person relationships
5 - Probing the issues
6 - Deploying persuasion methods
7 - Reaching agreement
8 - Tactics and ploys
9 - Controlling the negotiation
AUDIENCE
This workshop will be of benefit to those newly involved in the negotiation process, and for those who wish to refresh their understanding of the skills and behaviours that underpin superior negotiation performance.
Speaker/s
Comprara is an organization that specializes in offering expertise for supplier and cost management solutions across three key areas – People, Process and Technology.
Comprara is all about supporting procurement and commercial leaders and their teams to gain more ground in the way they purchase to add increased value back into their organisation.
Comprara work with ASX 200 companies including some of the largest organisations in Australia and New Zealand in Telecommunications, Health, Energy, Financial Services, Retail Banking, Aviation, Manufacturing, Utilities, Transport, FMCG, Resources as well as the Public Sector to name just a few.
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