Overview:
This course teaches you how to keep a cool head in the planning, delivery and closing of a negotiation. You will learn how to assess and manage risks should agreement fail, read the non-verbal signals being given out, manage the emotional and behavioural elements, make your bid assertively and secure the desired outcome.

Suitable for:
This course is ideal for managers who need to negotiate at a senior level. It is also very popular with those involved in service level agreements or contract negotiations.

The Programme Topic Areas are:
• Research techniques for assessing position and options
• Objective setting
• Identifying the best alternative to a negotiated agreement (BATNA)
• Bid preparation and understanding the counterpart’s likely position
• Controlling and understanding non-verbal communication
• Cultural differences and their impact on the negotiating process
• Contracts and Service Level Agreements
• Identifying trading currencies and how to use them
• Bid, bargain and close the deal
• Develop contracts
• Summary & action plans agreed