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AGENDA
From developing an individual negotiating
style to reading your counterparts,
Successful Business Negotiations will
enhance this vital ‘career skill’. Learn the
difference between persuasion and
negotiation as well as tactics and
fundamental techniques of negotiation. Being
able to think and respond in a clear,
concise manner with your goals being
foremost on the agenda is the result.
Patrick Forsythe can show you this simple
skill in a day. It will stay with you for a
lifetime.
Negotiation is part art, part
science. It is a dynamic, interactive
process, and you need to be well prepared,
yet flexible, and to recognize that the
people element is the most important and the
least predictable. It is complex – to
negotiate successfully you must see the
process in the round, take a broad view and
have a good grasp of the principles
involved, so you can orchestrate and
fine-tune the process as you proceed. Small
adjustments along the way can make a
difference to the outcome.
| 8:30 |
Registration |
| 9:00 |
Introduction |
| 9:15 |
Successful
Business Negotiation (Clarify
the Structure of Negotiation
Process) Show how to Plan & Execute
Successful Negotiations
Overview: Negotiating in
context – the nature of negotiation
process – the foundation of
effective communication – the
difficulties of “simple”
communication and the ways to make
it work – the expectations and
attitudes of those with whom
negotiation is normally conducted. |
| 10:15 |
Coffee Break |
| 10:30 |
The link with
persuasive communication
Overview: The difference
between persuasion and negotiation –
the need to persuade before you can
negotiate – how the skills of
persuasive communication relate to
the negotiation process –
implications when buying/selling is
involved - setting up for
negotiation during earlier stages of
communication.
Deploying the fundamentals
techniques of negotiation
Defining the process –
clarifying terms and the financial
elements involved - trading and
using variables – preparation for
negotiation (and, if necessary,
rehearsal) – relating to others and
to the adversarial nature of the
process – setting clear objectives
and structuring the meeting |
| 12:00 |
Lunch |
| 13:00 |
Negotiating Tactics
Overview: Conducting the
negotiation – focusing on the core
approaches – managing and
controlling the process – keeping on
track – team negotiation - using
techniques to create an edge. |
| 14:30 |
Coffee Break |
| 14:45 |
Getting under way
Overview: The dynamics of the
meeting: linking theory and practice
– managing the ebb and flow of the
meeting - reading the signs (reading
“between the lines”) – fine-tuning
your approach.
Refining your skills
Using the mechanisms of
interpersonal behavior – using
verbal signals – behavioral
techniques, non-verbal signs and
body language – listening and
questioning skills.
Reaching agreement
Setting policy – finding and
settling the format and contractual
basis of a deal.
Learning from experience
Focusing on key issues –
orchestrating the overall process –
enhancing your approach – producing
an appropriate style – adding real
“weight” where necessary – linking
to future (and ongoing contacts) |
| 16:00 |
Summery – Action for the Future |
| 16:30 |
Q & A. Informal Reception, photo
session, Book Signing, interviews.
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