This session presents an eight-step framework for use in negotiating and considers how best to prepare and plan negotiations within the context of a supplier/customer relationship or business cycle. It also includes a brief review of legal responsibilities and what constitutes a ‘deal’.

This session examines the human and communication dynamics inherent in any negotiation. It relates the importance of professional skills in preparing for the negotiation in identifying needs, wants and requirements accurately and qualifying the competitive and organizational influences present.

This session highlights how different personal styles, corporate cultures and organization positions can influence events, and demonstrates practical methods for dealing with and controlling these factors. It also examines key principles of body language and non-verbal communication in a practical way.

This module highlights how best to present and package your position. It looks at how to pre-empt the need for negotiating by creating minor options and ‘bargaining’ points, as well as how to manage the expectations and perceptions of the other party.

This module highlights how best to present and package price within your proposal or negotiation. In most cases, price has more to do with psychology than affordability and preparation and careful handling is essential.

There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participants’ own personal style and situation. The importance of ‘follow-through’ is also explained and how to deal with protracted or ‘stale-mate’ business negotiations.

This session examines a number of different situations and participants discuss ways to approach each. This allows learning to be consolidated and applied in a very practical way. There is also an opportunity to have individual points raised in question and answer session.