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Module : Negotiating

Course Overview

This module, which focuses provides a robust framework that can be applied to all negotiations. Participants will learn how to prepare for formal negotiations and understand and control the discussions through each stage of the negotiation process. Tips and techniques are provided for strengthening their position, maintaining goodwill and overcoming common negotiation tactics.

Participants will be able to

  • Apply a systematic approach to negotiation using a practical worksheet
  • Identify their bargaining parameters, fall-back and walk away positions
  • Understand how to overcome objections
  • Use techniques for controlling the discussion and gaining buy-in
  • Handle and close more difficult negotiations
  • Suitable for all employees
  • 120 minutes
  • Interactive – group work/pairs/action plan
  • Supported by Guidance Notes
  • Up to 12 participants per course
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Negotiating

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