Course Objectives

• learn how to effectively plan a negotiation
• Understand the critical role of the Best Alternative To A Negotiated Agreement& Zone Of Potential Agreement
• explore techniques for overcoming deadlock
• learn how to deal with difficult people
• learn the tactics employed by top negotiators
• understand how to deal with dirty tricks
• The opportunity to improve your planning and objective setting
• The ability to better assess the other party's needs and try to obtain Win outcomes
• An understanding of why deadlock occurs, and how to get around it.
• The opportunity to practice, using the tools provided, in realistic negotiation exercises that will help you understand their effectiveness
• A development plan that identifies future objectives for you to improve your negotiation outcomes

Course Outline

• The Basic Skills Of Negotiation
• What Is 'Advanced Negotiation
• The Five Outcomes Of Negotiation
• Negotiating Styles
• The Climate For Negotiations
• Planning To Perfection
• The Elements Of A Negotiation Plan
• How To Identify The Key Goals
• Can You Identify Best Alternative To A Negotiated Agreement
• Best Alternative To A Negotiated Agreement Rules In Negotiation
• The Role Of  Zone Of Potential Agreement
• How To Expand The Zone Of Potential Agreement
• Deadlock & How To Overcome It
• Your Style In Conflict Situations
• Rights, Power & Interest In Your Negotiations
• Dealing With Difficult People
• Some Tactics Of Top Negotiators
• Dirty Tricks & How To Handle Them

Who Should Attend?

• Deal makers at all levels, managers, sellers and buyers.