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A business skill you shouldn't be without

  • Do you just try to 'split the difference' when agreeing a price with someone?
  • Do you make concessions too quickly and then wish you hadn't?
  • Do you ever feel embarrassed about offering too little, or asking too much?
  • Do you ever feel 'railroaded' into accepting a proposition that isn't what you really want?

Some people are natural negotiators. Most of us aren't, and tend to fall back into traits learnt as far back as childhood. Whether in the hard-headed business environment of a multi-million pound deal or simply agreeing a fee with the plumber, we tend to be held back by the risk of embarrassment, the need to conform and the fear of failure... and the techniques to deal with these apparently different situations can be much the same!

Whether considering this workshop from the point of view of the job search, a pay/package negotiation or to improve your position on either side of a supplier/provider relationship, this workshop will offer you some valuable insights as the course leaders use anecdote, example and interaction to demonstrate the strategies and tactics that can help you in any negotiating situation. There is ample opportunity for 'role play' to try out these techniques and approaches in a safe, supportive environment. We can also discuss and help resolve any issues you may have relating to specific negotiation situations, such as a supplier agreement or contract renewal.

Who should attend? Anybody who needs to negotiate with:
  • Customers and suppliers
  • Staff and colleagues
  • Licensees and licensors
  • M&A targets

A typical workshop covers the following topics:

  • Why good negotiation skills are crucial to modern life
  • Price isn't the only thing open to discussion
  • Keeping your friends close and your opponents closer
  • Strategies for negotiation
  • Choosing the right tools for the situation
  • Non-verbal communication in negotiation
  • You can negotiate any time, any place, anywhere

At the end of the session participants will:

  • Be better equipped to conduct more successful negotiations
  • Understand why negotiation is a core business skill
  • Recognise what can and can't be negotiated
  • Appreciate the concept of 'relative power'
  • Know how and when to use a variety of negotiating gambits

Participants receive:

  • A comprehensive workshop manual
  • Immediate post-event email and telephone support
  • An invitation to join the Management Advantage group on 'LinkedIn'

Duration: Full day
Workshop led by: Tony Newton and Siamak Bashi
Price per participant: £325 plus VAT

This workshop is held several times a year at central London locations. Please see our Open Workshop Calendar for forthcoming dates and to download the booking form.

 

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"A fantastic presentation."

Sanjay Gandhi, Client Relationship Manager - Executive Education, Cass Business School