How to be a Top-class Negotiator - Level 4 - Training Material

Product Overview

This workbook covers the theories of effective negotiation, skills and techniques of effective negotiation, adapting negotiation style, assertiveness, listening and questioning and negotiation across cultures.

Target Audience

• Middle and Senior Managers
• Post Grad and/or Post experience Managers

Anybody wanting to develop skills and knowledge in a particular management field at postgraduate or post experience level.

Objectives

• Give students good negotiation techniques
• Enable students to adapt their technique to different situations
• Show students what criteria good negotiations need to meet
• Show students the role of effective questioning and listening skills
• Enable students to appreciate the role of cultural context in negotiation practice
• Enable students to discover comfortable, culturally appropriate techniques for themselves

List Of Contents

What is negotiation? Definitions of negotiation
Negotiation and other forms of communication
When is it useful to negotiate?
Effective negotiation
The benefits of effective negotiation
Winning and losing
The differences between the three situations
Compromises and concessions
Negotiating frameworks
The phases of negotiation
The five phases of negotiation
Signalling phrases, Skills and techniques Effective listening and questioning skills
What is assertiveness?
The role of assertiveness in negotiations
Assertiveness techniques
Assertive behaviour versus aggressive behaviour
Effective listening
Effective questioning
Non-verbal communication
Cultural elements of negotiation
What is culture? Time and silence
Crossing the cultural divide
Developing a strategy for negotiating in your own job

Sample Preview Preview_Negotiate.pdf

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