Learning Outcomes:

• Plan and prepare for negotiation by setting objective criteria against which the deal can be measured and identify the zone of potential agreement before meeting with service and product suppliers.
• Identify your predominate negotiating style, the implications of overuse of this style and consider the application of other styles.
• Choose from any one of four influencing approaches when negotiating.
• Maintain progress through the phases of the negotiation, even under pressure.
• Develop skills at handling conflict.
• Recognise when and how to make concessions.
• Work more productively as part of a negotiating team.
• Use a range of techniques that deal with streetwise tactics, undesirable behaviour such as defend or attack and common tactics such as speed up, delay and exaggerated first offers.
• Trade and bargain instead of making concessions, bring the negotiation to a conclusion and package the final negotiated deal.
• Implement a negotiating skills action plan back at the workplace

Tailored for engineers, scientists, technical professionals in technology-driven corporations, Negotiation Techniques builds upon your own existing levels of knowledge and skill, and will improve your negotiating and management capability, boost your productivity and increase your ability to achieve long lasting quantifiable results.