Negotiation skills
This course will equip learners with the framework which forms the basis for any type of negotiation. Learners are taught about the negotiation process, but ability can only be improved through practice. For this reason a substantial portion of the training is done by giving people the opportunity to apply the principles learned, and to observe and critique others while simulated negotiations are performed. Short script material is handed out during the course which can be used to brush up on principles after the course and before negotiation sessions. The aim of the course is to equip learners to apply the skills learned immediately after training. The more the principles are applied after training the better the skill level of the person will become as a negotiator
Learning Outcomes:
After completion of the course, delegates will be able to:
- Understand the bargaining arena.
- Understand and apply the eight step negotiation framework which forms the basis for any type of negotiation.
- Demonstrate the appropriate skills needed to negotiate effectively.
- Understand the win-win principle achievable in most negotiations.
- Understand how to negotiate in a professional manner to drive better deals where long term relationships are important.
- Deliver a measurable improvement in negotiation performance.
- Build confidence in negotiations through practice
Course Content:
The course covers the following elements of negotiation:
Day 1
- Preparation for negotiations.
- Identifying issues and priorities on both sides.
- Rewarding signals from opposing negotiators.
- Proposing alternatives.
- Practical application of the four elements learned, through simulated negotiations.
Day 2
- How to package and adjust your offering in order to maximize your outcome.
- Effective bargaining: giving up in areas of lesser importance to gain in areas of greater importance.
- Concluding: test how close the other party is to agreeing on the outcome of the negotiation.
- Agreeing on what was discussed to eliminate misunderstanding.
- Practical application of the four elements learned so far through simulated negotiations.
Day 3
- Revision of all eight elements of negotiation learned.
- Simulated negotiations where learners need to demonstrate their understanding and the application of all eight elements of negotiation for assessment and certification.
Venue: University of Pretoria, Pretoria
Cost: R 7200.00
More info:
University of Pretoria Main Campus