Negotiating Training

Negotiating Training

Negotiation is a skill that most everyone uses often in life, even animals negotiate with each other. Whether you are negotiating the best deal for your new car, or you are negotiating with your spouse on who is doing the dishes that night, skills to swing the deal in your favour come in handy. Negotiation skills are important for everyone, no matter what they do for a living, for many reasons.

Course Outline:

SECTION 1: What is Negotiation?

SECTION 2: Types of Negotiators

SECTION 3: Positional Bargaining

  • Hard vs. soft negotiating
  • Problems with positional bargaining
  • Alternatives to positional bargaining

SECTION 4: The Successful Negotiator

SECTION 5: Negotiation Essentials

  • Preparation
  • Organisation
  • Hot Buttons
  • BATNA
  • WAP

SECTION 6: Preparing for Negotiation

SECTION 7: Inventing Options for Mutual Gain

SECTION 8: Fear

  • Humiliation
  • Rejection
  • Loss of Power
  • Failure

SECTION 9: Negotiating Challenges

SECTION 10: Dealing with Negative Emotions


Course reference: NEG115

Duration: One Day (1 Day)

Time: 09h00 - 15h30

Type: On-site at your work premises


Fact: Negotiation is essential in business in order to avoid conflicts and improve the relationships amongst the employees.


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Training Methods: This workshop includes dynamic trainee/trainer interactions and discussions, written and oral exercises, role plays, case studies, reflection, quizzes and a workbook for each participant to take back to the workplace.


Target Audience: This workshop is designed for everyone who deals with people and anyone who wants to increase their skill in negotiating with others.



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