Negotiation 8hours

Negotiation (People 9) describes how to reach results that are both in the interest of the project, programme or portfolio and acceptable to other parties; The Negotiation (People 9) competence element enable the individual to reach satisfactory agreements with others by using negotiation techniques.

Instructional Objectives

Identify and analyse the interests of all parties involved in the negotiation
Develop and evaluate options and alternatives with the potential to meet the needs of all parties
Define a negotiation strategy in line with own objectives that is acceptable to all parties involved
Reach negotiated agreements with other parties that are in line with own objectives
Detect and exploit additional selling and acquisition possibilities

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Lesson 1 : Identify and analyse the interests of all parties involved in the negotiation

Know and reflect on your own interests, needs and limitations.
Collect and document information on the parties involved.
Analyze and document your own priorities.
Analyze and document the priorities of the other parties.

45min.

Lesson 2 : Develop and evaluate options and alternatives with the potential to meet the needs of all parties

Identify concessions, options and alternative solutions.
Identify the best alternative.
Make the right offer at a favorable moment.

1hr. 10min.

Lesson 3 : Define a negotiation strategy in line with own objectives that is acceptable to all parties involved

Identify the different strategies that can lead to success.
Identify alternative strategies in case the negotiation is different to what you expected.
Understand why you choose a particular strategy.
Choose negotiation tactics, which support the strategy.
Name the players and document their mandate.

23min.

Lesson 4 : Reach negotiated agreements with other parties that are in line with own objectives

Always bring your tactics into line with the situation.
Negotiate about a lasting agreement.
Show both your patience and perseverance in order to reach an agreement.
Use the best alternative, if you cannot come to an agreement.
Document the result of the agreement.

1hrs. 27min.

Lesson 5 : Detect and exploit additional selling and acquisition possibilities

Look for ways to deliver more quickly, better and/or cheaper.
Always keep looking for smarter alternatives.
When considering an alternative, always weigh up the effect it could have on the relationship.

1hrs. 27min.

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