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Employer Training Services - National Training Resources

Essential Negotiation Skills (254)

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View workshop overview


For arrival, start and end times, please see the overview or your booking confirmation email.


Delegate Registration, Tea/Coffee

Welcome and Introductions

Course Content
• First Principles and definition
• The five phases of Negotiation

Planning and Preparation
• Needs and Wants
• Golden Rules
• Planning Questions
• Pre-trade analysis
• Identifying Objectives

Tea/Coffee Break

• Flags and signals
• Selling rules
• Assertive behaviour and persuasive styles
• Conducting a negotiation


Introduction to the Afternoon Session

• Making and receiving proposals
• The Salami and its many forms
• Core Skills
• Strategies and tactics

• Tradables
• Trading and conceding

Tea/Coffee Break

Agreement and Confirmation
• Interruptions
• Objections
• Lockouts
• Closing
• Power
• Average and Skilled Negotiators

Workshop Close