| Defining negotiation |
| Styles of negotiation and probable outcomes |
| Understanding the negotiation cycle and its
critical stages |
| Planning to achieve required outcomes and
objectives |
| Core skills for successful negotiation |
| Determining when and where to negotiate |
| Defining roles within negotiation teams |
| Selecting an appropriate strategy |
| Powerful & Directive questioning |
| Active & passive listening |
| Interpreting & responding to body language |
| Planning for & overcoming objections |
| Presenting solutions |
| Assessing the opposition prior and during
negotiation |
| Trading positions & concessions |
| Moving to & initiating the closing |
| Ten key steps to a win-win outcome |
| Personal negotiation style profiling |
| Definitive and structured approach to smart, successful negotiation |
| Improved sales growth through proven methodologies |
| Optimises personal and organisational achievement and recognition |
| Increased market share and brand awareness |
| New skills to galvanise motivation and commitment |
| Enables strategic planning for successful outcomes |
| Improved profitability through focussed methodologies |
| Understanding of both parties’ perspectives and motivations |
| Clear and concise understanding of mutual expectations |
| Opportunity to strengthen organisational credibility |