Delegates will learn:

• The difference between selling and negotiating
• How to trade conditionally
• The essential behaviours of the skilled negotiator
• How to manage stress in a negotiation

Course outline

• What is negotiation?
• How to prepare for a successful negotiation
• Getting "inside the head" of the other party
• The conditional trading of concessions
• The different roles in a successful negotiation
• Stress control and making the proposal
• The use of agendas
• The things they say....and what they actually mean!!

Duration

Three and a half days.

Eight delegates