This course is aimed at developing the skills and techniques required to negotiate effectively in a variety of situations.

The Objectives of the course are to enable the delegate to:

	Describe the basic principles of the negotiating process
	Develop techniques and skills aimed at improving performance
	Be able to apply these skills and techniques in a wide range of situations

Course Outline

	What is Negotiation?
	Structure and the stages involved
	The skills required for effective negotiations

	Planning for Negotiation
	The structure for preparing a negotiation
	Identifying ideal, realistic and fallback positions
	Anticipating problems and developing acceptable solutions

	Negotiation Skills
	Communication
	Influencing
	Applying a range of negotiating techniques
	Signals
	Tactics
	Managing conflict and maintaining a positive, continuing relationship
	Measuring the success of a negotiation