Negotiation and Influencing Strategies

Negotiating and Influencing Strategies

Objectives:

By the end of the program, participants will be able to:

• Examined the key principles underlying the negotiation process
• Practiced and developed those techniques in negotiating with customers, suppliers and staff
• Sharpened the skills involved in managing and/or participating in team negotiations.

Who Should Attend?

Managers and Supervisors from all disciplines, it is particularly suitable for those in marketing, sales, purchasing, banking and finance.

Course Outline:

In today’s increasingly competitive environment, managers and supervisors at every level are likely to become ever more involved in a wide range of negotiations. Whether negotiating internally for scarce resources, or externally in a highly competitive market place, buyers and sellers alike must develop the skills that enable them to achieve wise and really effective agreements. The topics covered include:-

• Preparing an effective negotiating strategy
• Trading concessions
• Identifying the variables and building a power base
• Signaling – the importance of words, phrases and gestures
• Recognizing and employing the relevant tactics at each stage
• Sharpening questioning and listening skills
• Adopting a win/win approach