Duration: 2 days

Introduction

Often, when we employ people we look at their personality and how "likeable" they are. Most people have the ability to sell themselves, but do they really have the ability to negotiate? 

Negotiating is a learned skill. No one is born a skilled negotiator. They may have the looks, personality, tenacity etc, but the skill of negotiating is learned. 

Negotiations do not happen. A negotiation is built. Just like a building, if it is built on a good foundation, it will outlast the builder. The objective of the negotiation is the same. Not to get a one-time deal, or win at someone else's expense, but rather to build long-term trusting relationships within which business can be done. 

This program is designed to take people at all levels of experience, and allow them to discover how to "stack the odds in their favour" when entering a negotiation situation. 

It will allow them to learn self-discipline and self-motivation, and self confidence.  

Course Objectives 

To allow learners to learn: 

• Effective communication skills
• Effective listening skills
• Effective conflict management skills
• Effective negotiating skills
• how to enhance their flexibility
• how to enhance their tolerance
• how to maintain / improve their personal attitude 

Outcomes

Interpersonal skills

• Effective communication skills
• Effective listening skills
• Attitude                         

Negotiation Skills 

• Recognizing the other sides' communication / listening style
• Establishing a receptive negotiating climate
• Determining the objective
• Discovering the "Dominant Buy-in Motive"
• Setting joint parameters
• Presenting a solution
• Dealing with objections
• Reassuring
• Closing
• Time management