This programme is run on a workshop basis with 70% of delegate time spent in either negotiation or feedback sessions. A selection of real life negotiation scenarios are used and delegates will receive two levels of feedback so as to identify areas for improvement.
Key focus areas:
Session one: Defining negotiation and setting the climate
Delegates will develop a working definition of negotiation and an appreciation that the outcome of a successful negotiation is influenced by the psychological climate which is established at the outset of negotiations.
Session two: Preparation and bargaining
Delegates will be exposed to the Negoprep four-step plan of preparation and will be sensitised to the fundamentals of sound bargaining practice, and learn how to both apply and neutralise the most commonly used negotiation tactics.
Session three: Human dynamics in negotiation
Topics covered include negotiation team roles/functions, individual negotiation style profiling, dealing with alternative styles of negotiators, neutralising the aggressive negotiator plus alternative deadlock alternatives.
Session four: Putting it all together
Delegates will integrate techniques and skills acquired and demonstrate competency within a multitude of real life situations with neutral observer feedback being provided.