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Negotiation Skills



  • Develop understanding of key aspects of approach to Negotiating Skills and the development of appropriate strategies to achieve outcomes
  • Develop knowledge of own interactive style profile for use in Negotiating Skills and influencing situation.
  • Develop skills in handling people interaction and behaviours including confrontation and difficult behaviours
  • Have an opportunity to practice skills in case studies, exercises and role plays with analysis and feedback

Price €445 per person


  • Dates available on request. Please call for details, 1 Day





Course Outline
Click here to download course oultline

Introduction, Objectives and Expectations

Interpersonal Effectiveness Skills
Introduction to negotiating and influencing skills purpose and objectives
Completion of questionnaire on interactive style
Influencing skills exercise with feedback and analysis
Use of moving skills for influencing others
Interactive skills profile and questionnaire results with feedback and discussion
Handling different behaviours and reactions
Dealing with conflict and aggression
Using transactional analysis principles to deal with conflict / disarming anger
Understanding of assertiveness, aggressive and passive behaviour
How to be assertive in interacting with others
Use of practical role plays with analysis and feedback

Negotiation Skills
Levels and types of negotiation
Ingredients of good negotiation
The people factor
Stages in the negotiation process
Strategies and tactics – objectives and plans
Principles of win/lose and win/win

Preparation for Negotiation
Individual and team options
Agreeing team strategies and individual roles in the negotiating team approach
Issues and positions
Location factors
Creative preparation

The Negotiation Meeting
Opening the meeting
Agreeing agenda
Questioning techniques
Listening skills – passive and active approaches
Using and reading body language
Handling the unpredictable – dealing with issues
Closing negotiations and achieving agreement

Role-plays of practical participants’ negotiation situations with analysis and feedback

Individual Action Planning

Programme Review and Evaluation

Contact Us

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