Negotiating and Bargaining

A One Day Workshop.

Objectives:

• To provide Participants with the knowledge and awareness of the processes and skills involved in the “Art of Negotiating.”
• To give participants the opportunities to practice these skills in order to improve their performance as a negotiator.

 

 

Content:

• Objectives, Introductions.
• Talk- Talk Icebreaker.
• What is Negotiation?
• Preparing to Negotiate.
• Negotiation Exercise. “Buying a Car.”
• One to One Negotiations v Team Negotiations.
• The Negotiation Process.
• MSC- Must Get/ Should Get/ Could Get.
• How to Debate
• Breaking the Deadlock.
• Negotiation Signals.
• Making Progress.
• Trading and Bargaining.
• Skills Practice Case Studies Appropriate to Participant Remits.
• Open Forum/ The Way Ahead.
• Workshop Evaluation and Close.