2 day workshop for 6 – 10 participants

Overview

This workshop is for people who are negotiating with clients, suppliers and partner organisations within the context of an on-going relationship. We examine what attitudes successful negotiators require to negotiate in a strong but respectful style. This provides the starting point for developing strong negotiating behaviours underpinned by a negotiating process. It can be tailored for specific roles and situations e.g. sales.

Aims

By the end of this workshop the participants will be able to:

• Identify if negotiating in a situation is the right course of action to achieve the intended outcome
• Ensure that your pre-negotiation planning and communications with the other party allow you to start in as strong a position as possible
• Keep control of what you are doing in the negotiation
• Apply the most appropriate skills to support your negotiating positions
• Stay engaged and handle difficult behaviours from the other party
• Be strong without harming the relationship

Workshop style

Short expert input and group discussion are reinforced by interactive role-plays, both in pairs and larger group negotiations. The role-plays are based on generic case studies, the participant’s own scenarios and we can develop some organisation-specific ones. Participants will receive individual guidance and feedback throughout the workshop.