Objectives
To provide participants with a systematic framework that will permit a clear
understanding of how the negotiation and influencing process works, and to
develop specific negotiation and influencing skills that will markedly assist job
performance and enhance personal negotiating competence and confidence.

Who Should Attend
This foundation workshop is suitable for executives and middle managers,
supervisors and professionals from large and small operations. With a specific
focus on your own negotiation scenarios, the program has proven to be of practical
value to both active negotiators and those who are less practised.

Method
Broadly, each workshop provides a mix of theory and practice sessions and is
developed to suit the level of participants attending. Formal presentations are short,
as the overall emphasis is on practical applications through small group work and
real ‘hands-on’ action learning.
Special opportunities are given for course members to identify and work on their
own actual current negotiations, and case study material used is drawn from actual
participant experience in order to enhance the direct relevance and practical
orientation of the workshop.

Workshop Ooutcome
From this very practical skills development workshop, participants will achieve more
successful negotiation results as they will be better able to:
? Diagnose the underlying negotiation process
? Prepare more effectively
? Implement flexible negotiating styles
? Control the emotional ‘atmospherics’
? Formulate positive negotiating strategies
? Appropriately alter the balance of power
? Use negotiation tactics purposefully
? Counter tactics being used by others
? Break deadlocks creatively
? Obtain meaningful concessions
? Sequence negotiations through their phases
? Structure language to create cooperation ? Identify and use nonverbal signals
? Secure commitment to lasting agreements
? More confidently manage all future negotiations