Aim: Best possible outcomes and good relations - every time

1) What’s it all about?

A 1 day intensive programme which focuses on proven tools, techniques and tactics of principled negotiation within multinational principles and guidelines.

These workshops are successful because we write all the negotiation scenarios for each client each time, depending on the participants’ needs.

2) Why iOpener?

All of us negotiate all the time. The question is do you recognise it? Our team has the experience of negotiating multi-million pound contracts, union-management deals as well as the daily negotiations that make up business life. Our shared knowledge has resulted in a strong programme proven to work and always tailored for your requirements.

3) How?

We’ll watch some real negotiations, look at recent research, do some mini simulations, as well as do skills practice with video-ed feedback. It’s a fast moving day in an atmosphere which encourages people to try new strategies.

4) Participants

8 people are an ideal number for a 1 day negotiation skills course. Participants should arrive having prepared to a mini-negotiation and be prepared to tackle it immediately.

5) Outcomes

Participants will:

• Learn the negotiation process
• Understand all elements of a successful negotiation
• Revise core negotiating skills
• Learn to recognise and deal effectively with negotiating partners’ typical strategies and styles
• Learn how to get the best deal while building relationships

6) Participants cover

• Why you need a strategy and the factors to consider
• What the characteristics of a skilled negotiator are
• The phases of a typical negotiation and how to recognise them
• Revise core skills: opening comments, questions, language, signalling, summarising, buying and using time, interpreting, assertion, the conditional close and avoiding aggravators
• Personal style and flexing it: mini case studies
• Common tactics: delaying, denying, distorting; objections
• Video case studies of a successful negotiation

7) Who should attend?

Any participant who needs or will need to close deals inside or outside their organisation.

8) Duration

1 day