Negotiation Skills

The content will be specific to each individual or group attending and their particular requirements but may include elements of the following:

	Identifying the different types of negotiation
	Why negotiate?
	Planning and preparing to present your message
	Key interpersonal skills required for the successful negotiator
	Understanding the impact of environment on the negotiation process
	Achieving a win-win outcome
	Different types of behaviour – Passive, Assertive, Aggressive
	Influencing styles and how to use them in different situations
	Planning for possible pitfalls and using appropriate techniques to overcome objections
	Opening the negotiation
	Negotiating creatively to gain agreement
	Adopting a range of styles and tactics in different negotiating situations
	Dealing with difficult and demanding people
	How to achieve the desired outcome
	The use of assertive communication during negotiation
	The importance of good, clear communication
	Closing the negotiation process
	Agreeing and recording agreed outcomes with follow-up action

Personal and Organisational Learning Outcomes

	The ability to decide when negotiating skills should be used
	Successfully plan and prepare for negotiation to achieve win-win outcomes for all parties concerned
	Use appropriate tactics to establish both essential and desirable outcomes
	An understanding of the different types of negotiation
	Improved self-confidence
	Techniques for dealing with difficult people and situations
	Credibility of the individual improved