Page 27 - Radius Training Corporate Brochure

NON - SALES NEGOTIATION SKILLS

(A Two-Day Training Programme)

Course Outline
Best suited to

Those looking to achieve a fundamental grasp of  Understanding negotiation
the negotiating process. Having an idea of what
to expect will improve preparations and help to * Defining negotiation
avoid mistakes. * Benefits of negotiation
* Types of negotiation

Objectives  Skills of a negotiator

By the end of this training, participants will be  Negotiating positions
able to:  Key concepts in negotiations
 Define and explain the basic types of * WATNA
negotiation
 Have a clear understanding of the skills * BATNA
required to successfully negotiate * ZOPA
 Assess their own negotiation style
 Understand key negotiating concepts * WAP
 Identify the stages in the negotiating  Stages of the negotiation process
process * Pre-negotiation
 Be confident to adapt the process to
Informal situations * Opening
 Establishing rapport

Overview  What to share / what not to share

Although the image that springs to mind from the * Bargaining
word ‘Negotiation’ is often high-pressure, high * Closing
value sales deals, negotiations actually take place
throughout our day. On a personal level, we  Informal negotiations
negotiate with family, landlords, friends, sellers – * Telephone interactions
even ourselves! In the workplace, negotiation is a
key skill that can strengthen relationships, avoid * Email
conflict, and lead to career advancement and  Tips for effective negotiating
opportunities.

“Negotiation builds a team as well as a set of requirements.”

- Barry Boehm
American software engineer

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