Achieving the Fundamentals of Negotiation

• Getting clear on what a negotiation really is
• Taking a strategic approach to negotiation - understanding the key types of negotiations
• Achieving an objective mindset so you can fully understand differing perspectives
• How your beliefs, values and triggers and how they can help or hinder you
• Thinking on your feet – specific negotiation skills to focus on

Activity Challenge:  Arguing for and against your position

Your Negotiation Style

• The common traits of successful negotiators and why they matter
• Exploring your personal negotiation style
• Examining what your style means in practice and how you can modify it
• Understanding what collaboration really means and how to maximise it
• Why “win-win” is an over-used term and what other negotiation outcomes exist

Activity Challenge: Exploring the results of your Negotiation Style Questionnaire

The Process and Preparation Tools

• Cementing the five stages of negotiation to clarify the “roadmap”
• Taking a wider view of trading possibilities to maximise your potential
• Achieving greater clarity around your own bargaining position and theirs
• Understanding the leverage associated with ‘cost’ and ‘value’
• What to do when you only have 15 mins to prepare for a negotiation

Activity Challenge: Using preparation tools

Understanding Influence and Persuasion in the Context of a Negotiation

• Influence, persuasion and manipulation – recognising the distinct differences
• Understanding simple persuasion concepts that can strengthen your effect
• What makes some people more persuasive?
• Recognising how you can build your power and credibility
• Your opening gambit – what is it and using it to optimise your negotiation entry point

Activity Challenge: Designing and delivering powerful opening gambits

Negotiation in Practise

• Applying what you’ve learned so far to a negotiation scenario
• Working in small teams to explore your position and prepare for a negotiation
• Focusing on uncovering interests and expanding your understanding of the negotiation
• Testing assumptions and using your preparation tools in real time
• Observing or participating in a live negotiation to examine negotiation dynamics

Activity Challenge: Preparation for a negotiation and uncovering interests

Optimising and Leveraging your Negotiation Mindset

• The age-old wisdom of ‘BATNA’ and how it changes the way you think
• Recognising trip-wires and knowing when and how to call a ‘no deal’
• How having a ‘bottom line’ can work against you in some situations
• Recognising how unconscious and conscious biases can influence outcomes
• Thinking about the impact of culture and gender in negotiation

Activity Challenge: Developing a BATNA and exploring dirty tactics

Tackling Negotiation Ploys and Moving Towards Closing and Finalising the Deal

• Identifying and handling negotiation ploys and ‘dirty tricks’ that are intended to derail
• Top techniques for trading and bargaining that will strengthen your approach
• Reading the signals for closing and knowing how to act on them
• Handling the situation when you’re at an impasse – how 
• Key points to consider to make sure you can close your deal with confidence

Activity Challenge: Establishing your Personal Development Plan as a Negotiator