What makes this course different?
Negotiating does not just apply to commercial situations; it can also apply to planning projects with colleagues, allocating resources and quick 'corridor conversations'. Effective negotiators need a wide range of skills so that they can select the ones most appropriate to their situations.

Here are some of the things they learn:

• Why negotiating skills are so important
• The differences and similarities of negotiating, persuading and influencing
• Key concepts in negotiating - best possible outcome, likely outcome, fall-back point, BATNA
• How to affect the other party's assumptions and expectations
• Positive negotiating behaviours; increasing trading choice; probing, listening and exploring; behaviour triggers & responses
• 'Foot-shooting' behaviours to avoid
• Making your ideas attractive to other people
• Subtle rapport-building skills
• Positive body language for negotiators; reading others' body language
• The positive negotiator's mindset
• Manipulative negotiators' ploys & gambits and how to protect yourself from them.
• Preparing to negotiate; early information gathering and 'seed sowing'; 'thinking hat' preparation.

Learning methods
The component parts of negotiating are practiced in small, informal groups until participants are ready to try 'dress rehearsals' on their own real life situations. The theoretical 'underpinning' is fully explained and there is plenty of time for consolidation and implementation planning.

You may also find it useful to have a look through my books and trainers' resources.