West Thames College London

Negotiating Successfully

Outline (1/2 day session)

Negotiations are a fact of life. We all enter into them, whatever our position, and the outcomes can be disappointing if we are not ready. You need to know what to prepare, and how to plan your negotiating tactics. This programme will give you the tools to come away feeling you’ve reached an outcome satisfactory to everyone.

Who should attend?

Anyone who is involved in negotiations, and who wants to improve their techniques.

How you will benefit

You will know what areas to research, how to plan tactics, focus on outcomes and manage concessions. You will recognise signals and opposing tactics, know how to counter them, and when to apply pressure.

What the programme covers

  • What is negotiation?
  • What are we trying to achieve?
  • What constraints and third parties are there?
  • Preparations & objectives.
  • Analysing the other side
  • Balancing concessions
  • Keeping control – summarising and agreeing
  • How to take the initiative
  • Making the first move
  • Establishing common ground
  • Time to think –using adjournments and breaks
  • Drawing to a close – gaining agreement

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