Outline
Negotiation is a basic human activity. However, negotiaition are not just required by the skilled sales person or labour-management relations. Negotiation is an important skill that should be developed in all staff. This negotiations 1 day short course will help participants to improve their negotiaion skills through the implimentation of a proven negotiation process.

Outcomes
At the end of this intervention will be able to:
- Explain the need for negotiation skills in business
- Explain the steps in the negotiation process
- Apply the steps in the negotiation process to an authentic situation
- Explain strategies that could be used in negotiations

Module 1: Negotiation skills in a business
- Reasons why managers need negotiation skills
- The kind of decisions that lower level managers are required to take are identified
- The Constitution of South Africa
- The communcation structure
- The organizational structure

Module 2: The negotiation process
- The abilities needed by skilled negotiators
Joint problem solving
- The four steps
- Reasons why negotiations fail
- The steps used in negotiations are naimed and explained

Module 3: Steps in the negotiation process
- Concepts of "Favoured Outcome", "Settlement Point", and "Ponit beyond"
- The disadvantages to each party for each position are considered
- Possible points that the other part can raise
- Formalize the agreement/negotiation
- A prposal is presented
- A point by point summary of the proposal
- Questions are asked to build common ground
- Shared interests are identified
- A position is amended
- Demands of the other party are analyzed/Consession is proposed
- Negotiation is closed for selected scenario

Module 4: Strategies in negotiation
- Methods that can be used to break a deadlock
- Tactics that can be used to delay a negotiation
Differnet types of closure are identified