The Art of Negotiation

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​Put yourself a decade ahead of the pack by understanding and practicing the crucial aspects of negotiations.

When you realise that executives spend 80% of their day negotiating, it makes business sense for all professionals to start honing their negotiation skills for future success. In fact, the return-on-investment for negotiating skills training is almost immediate. New brain research has also made this negotiation programme simpler and more powerful as a tool for improving organisational growth and effectiveness. By concentrating on a few big discoveries, neuroscience has enabled the course to focus on an innovative approach that produces a negotiating system that is intuitive and easier to implement.

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Venue: Toyota Wessels Institute for Manufacturing Studies (TWIMS), 74 Everton Road, Kloof, Durban, 3610.



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Who should attend?
This course is appropriate for professionals who want to learn how to persuade, inspire, influence, and negotiate including: 

Managers, leaders and supervisors;
Executives; and
Sales consultants.





How you will benefit:
At the end of the programme, you will be able to:

  • Understand what our brain is going through during the persuasion process;
  • Adapt the neuroscience of persuasion to negotiations;
  • Learn how to build trust fast through preparation and body language;
  • Apply the simple CUSP® Negotiating System – a step-by-step method that is easy to remember and implement;
  • Learn how to handle objections with empathy and assertiveness; and
  • Know how to wrap-up and close negotiations. 
Key Focus Areas: 
  • Case studies to practise the CUSP® Negotiating System methodology;
  • In-depth discussion on the CUSP® Negotiation System;
  • How to plan your variables of negotiation (Perfect Value, Acceptable Value, and Reservation Value using a preparation checklist);
  • How to plan your contender's variables and anticipate their alternative strategies;
  • Know how to "logroll" (make trade-offs);
  • Top-10 golden rules of negotiating;
  • Top-10 ways of building trust;
  • Top-10 body language tips for negotiators;
  • Top-7 mistakes of negotiators; and
  • The 4-stages of objection handling.
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