Air Business Academy

Advanced Negotiations

Objectives

• To widen their knowledge of the subject and to develop their skills in areas they feel
  need improving;

• To resolve issues and pick up some valuable tips and tools through sharing their
  negotiation experience with other negotiators and a negotiation trainer;

• To rehearse key techniques and obtain personal feedback on their negotiating style by participating in practical and relevant negotiation scenarios.

Topics covered

• Individual experience: revision of negotiation process and delegate feedback of experience

• Positioning bargaining vs. mutual gains: a brief explanation of the fundamental elements of each code

• Preparation: brief revision of the traditional approach to preparation followed by a
  fresh approach: an iterative model of learning, planning and acting

• Negotiation analysis: focusing on strategy, BATNAs, interests, creating value, barriers to agreement, power and decision-making

• How to frame a message: a critical element of persuasion

•  Active listening and asking good questions: a critical behavioural skills in negotiation

  Practical Exercises

  Three practical exercises, of which participants will receive feedback. Cultural differences in negotiations will be covered in the exercises.

   Who should attend

  This course is for experienced negotiators only or for those who have already attended a basic negotiation course.

  Presenter

  Negotiation skills trainer from Worldplan Business Systems Ltd.
  

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