WHO IS THE KIT FOR ?

This material is designed for anyone who is involved in any kind of negotiation in their lives. We have used it on negotiating skills programmes for sales people and buyers in all kinds of organisations from insurance companies to fast moving consumer goods companies and with major retailing groups, continuous improvement consultants, industrial relations professionals and many others who need to get the best out of their deals at work without prejudicing long term relationships.

WHY WAS THE KIT DEVELOPED ?

In our private lives,everyone negotiates -consciously and unconsciously- with family and friends about almost everything all the time. Mostly we negotiate well enough to get things right but, if we get it wrong, then our actions can lead to family problems, broken friendships and worse!

In business, too, we negotiate all the time with the people who work for us, those we work for, colleagues in other sections of the business, members of the board for resources, and with external and internal customers and suppliers etc. In fact, when you consider the hundreds of deals you make every year, it becomes very clear that poor negotiating skills in business can cost you time, money and professional success.

This material highlights the problems and focusses on the ways to negotiate collaboratively and successfully whilst maintaining good relationships with others.

OBJECTIVES

By the end of the session participants will be able to:

• Identify the range of situations in their working lives where it appropriate to use negotiation skills
• Understand the stages in the negotiation process
• Systematically prepare for the negotiation
• Identify and use a range of effective negotiating skills and behaviours
• Use a range of negotiating styles
• Use a range of negotiation tactics
• Work towards agreement and clinching the deal
• And have had an opportunity to practise a range of negotiation skills.

PROGRAMME OUTLINE

This 100 page module contains everything you need for a hour session on Collaborative Negotiation. The pack contains:

KITS THAT ARE EASY TO RUN

This is tried and tested material that the authors have used throughout the world, in many organisations, to help people at all levels to develop their negotiation skills.

If you are new to training you will find this module user friendly, with clear, easy to use instructions at every stage.

If you are an experienced trainer, this material will save you hours of preparation time. The flexibility of the package makes it very easy to modify so you can add your own ideas or you favourite activities and exercises.