Negotiation skills (In-House)

1 What is negotiation?

• Key skills for negotiation
• Types of negotiation
• Win-lose negotiations versus Win-win negotiations
• Wise agreements and Principled Negotiation

2 Four key negotiating concepts

• BATNA - Best alternative to negotiated agreement
• Setting your reservation price
• ZOPA - Zone of possible agreement
• Creating and trading value

3 Business acumen

• Understanding pricing, gross margins and profit
• Knowing the key points on which to negotiate

4 A Four Phase Model for negotiation

• Nine steps to successful planning
• Discussing a deal - creating and claiming value
• Making and framing proposals
• Bargaining for the winning deal

5 Effective communication

• Effective questioning
• Active listening skills
• Understanding and interpreting body language
• Barriers to effective communication

6 Understanding influence and persuasion

• Influencing strategies
• Ten proven ways to influence people
• Six universal methods of persuasion
• Understanding why people do business with other people

7 Negotiating tactics

• Tactics for win-lose negotiations
• Tactics for win-win negotiations
• Effective team negotiating
• Understanding and using powerv
• What do you do when the other side has more power?

8 Barriers to agreement

• Common barriers to agreement
• The Negotiators Dilemma
• Dealing with die-hard negotiators
• Dealing with lack of trust

9 Potential barriers to cross-border agreements

• Understanding business methods and practice in other cultures
• Figuring out who has the power and who makes decisions
• Recognising and dealing with cultural differences
• What's OK here might not be OK there

10 Closing the deal

• Four steps to closing the winning deal