Negotiation

In this module we’ll look at recognising when a negotiation is about to take place, the structure and techniques of a negotiation and the style of a good negotiator.

Lots of people negotiate, it’s not just a job for politicians and salespeople. Negotiation is a ‘Trading of Concessions.’ We all negotiate all the time.

Elements covered:

• Introduction to negotiation
• Negotiaton choices
• Understanding personalities
• Meeting control skills
• Negotiation structure
• Negotiation style

Competency addressed:
This module is designed to contribute to the PRE4M™ Persuasive Influencer Competency at the Foundation and Advanced levels.

At the end of this module learners will understand how to:

• Listen to other’s views and responds appropriately
• Use a logical structure to present own views
• Demonstrate an understanding of other’s needs and views
• Build a strong positive image of own ability and expertise
• Propose and seeks win/win solutions
• Anticipate likely resistance and prepares appropriate responses
• Demonstrate consistency of approach, evidence of expertise and delivery on commitments
• Gain agreement to propositions which are mutually beneficial