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Module : High stakes negotiating

Course Overview

Most of us negotiate on a daily basis. Sometimes the outcome is trivial, with little real consequence but, on occasions, we face a more significant negotiation where the stakes are high.  This course is based on the framework used by FBI and British Police negotiators in critical incidents. Using a real hostage negotiation case study, the framework and principles can be applied to work situations and personal negotiations.

Participants will be able to

  • Use the four elements of social influence that lead people to co-operate
  • Recognise the significance of active listening in achieving a successful negotiating outcome
  • Identify the five stages of the behavioural change framework, used by the British Police and FBI in critical incidents and apply it to their own negotiations
  • Avoid the most common negotiating pitfalls and develop strategies to overcome them
  • Suitable for those wishing to maximise the value in their professional network
  • Flexible, around 2 1/2 to 3 hours
  • Interactive – group work/pairs
  • Supported by Guidance Notes
  • 10 - 12 participants per course
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