Negotiation Strategy and Tactics

Course details

This programme focusses on the critical tasks required for each stage of a negotiation. Participants learn how to manage the process of negotiation from planning to implementation using tactics that best fit a particular situation. Fast-paced and highly experiential, the programme provides ample opportunity to practise negotiation skills and receive feedback from the trainer and peers.

Key Benefits

• Enter into negotiations with confidence and a strong sense of purpose
• Avoid unnecessary, non-productive conflicts
• Build sustained mutual trust with negotiating partners
• Clearly prioritise the negotiation objectives
• Improve cross-functional, supplier and client relationships
• Become more effective team members/ team leaders

Course Content

• Decide when to negotiate – and when other strategies are more appropriate
• Plan for any negotiation: formal or informal, internal or external
• Select and use appropriate tactics
• Manage the negotiation process
• Evaluate and improve the quality of agreements you negotiate

Learning Methodology

This course presents Purposeful Negotiation Action™ which helps negotiators see the big picture of each negotiation and to always think a step or two ahead and develop practical plans as they go through the four main negotiating stages, namely the Preliminary Stage, Opening Stage, Exploring Stage, and Closing Stage.

Participants will first explore their own negotiation styles, then learn to analyse situations requiring negotiation and shape their negotiating strategy and tactics of each negotiation. The learning process comprises self assessment, needs/currency analysis, tactical analysis and application planning.

Who Should Attend

This course is designed for managerial team leads, supervisors, customer-facing and professional staff handling negotiations in pursuit of work objectives. This course is also ideal for those who seeking to improve their day-to-day negotiation skills with direct reports and peers. It is also beneficial for those needing to negotiate for resources and support and/or needing to coordinate with other units/departments as well as those required to work with vendors and suppliers. It is also suitable for those required to manage relationships with customers and stakeholders, to manage projects with stakeholders and to provide a service to external customers.