To negotiate successfully, the initial planning and research work has to be excellent.

After this has been completed, a simple, effective process must be followed in order to achieve set objectives and goals.

This course concentrates on the theoretical and the practical aspects of negotiation.

Role plays are filmed and assessments are practical and developmental. Case studies are generally developed specifically for the client company.

COURSE OBJECTIVE

To expose learners to the negotiation process by means of practical role plays.

COURSE CONTENT

1. THE THEORY OF NEGOTIATING

The negotiating steps, preparation, planning, strategy, understanding people's reactions, controlling emotions and keeping negotiations on track. Establishing the bargaining areana, concession trading and tactics are explored and developed.

2. PRACTICAL NEGOTIATING

Case studies are used during all practical work which is filmed on CCTV. Each negotiation is assessed and discussed. Team and individual negotiations are used.

INDIVIDUAL LEARNING OUTCOMES ¡V ALIGNED WITH SPECIFIC OUTCOMES

At the end of this programme learners will be able to:

• Implement the process.
• Identify critical aspects such as the bargaining arena and concessions.
• Identify pitfalls and know how to deal with them.
• Trade concessions and bargain effectively.

ASSESSMENT CRITERIA

Training sessions concentrate on individual and group exercises and delegates are expected to participate actively during role play simulations.

Role plays using CCTV allow learners the opportunity of implimenting what they have learnt.

Individual action plans are drawn up. Learners are expected to complete their Portfolios of Evidence.

DURATION:3 DAYS