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Negotiating Skills

(4 Days)

LOCATIONS DAYS DATES FEE REGISTER
Dubai, UAE 4 April 01 - 04 £1750.00 Register
Kuala Lumpur, Malaysia 4 April 02 - 05 £1750.00 Register
Kuala Lumpur, Malaysia 4 July 09 - 12 £1750.00 Register
Kuala Lumpur, Malaysia 4 November 05 - 08 £1750.00 Register
Doha, Qatar 4 December 02 - 05 £1750.00 Register

Fee excluding accommodation and meals

OBJECTIVES

By the end of the course, delegates will have:
  • 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.

PROGRAMME

DAY 1
  • What is ‘Negotiation'?
  • Skills and qualities of an effective negotiator
  • Negotiating styles
  • Influencing styles
  • Principles of negotiation
  • Key concepts in negotiation
  • Preparing an effective negotiating strategy
DAY 2
  • Trade concessions
  • Identifying the variables and building a power base.
  • Signaling - the importance of words, phrases and gestures
  • Adopting a win / approach
  • Exercise
  • Recognizing and employing the relevant tactics at each stage
  • Sharpening questioning and listening skills
  • Trade concessions
  • Planning and Preparation
DAY 3
  • How to communicate effectively in negotiation
  • Verbal and non verbal communication
  • Questioning skills in negotiation
  • Listening skills
  • Negotiation Styles
  • Retaining Logic
  • Strategy and Tactics
  • Power and perceived power
  • Exercise
DAY 4
  • Personal analysis
  • Managing conflict and communicating with different styles
  • Successful behaviours in negotiations
  • Signaling positive behaviour
  • Questioning techniques
  • Gaining control through questions
DAY 5
  • Negotiation counter tactics
  • Linking concessions
  • Conditional responses
  • Building rapport
  • Using your body language effectively
  • Gaining control through non-verbal behaviour
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2020 Training Catalogue

MTCTCL
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