The New Horizons Negotiating Program teaches participants the basics of negotiations. Participants will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics of a negotiation. Program activities also cover the guidelines for conducting a successful negotiation and facilitating communication, questions a person should ask and appropriate responses, and situations that require a specific negotiation style. Participants will also learn how to gain control in a negotiation, use various negotiation tactics, and deal with unethical negotiation tactics. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure participant success.
Target Audience:
This course suits anyone who needs to negotiate with other parties – internal or external – in the course of their job. Sales people, those dealing with external providers, those dealing with time-frame critical projects/outcomes.
Key Participant Benefits:
Provides structure to increase confidence
Provides strategies to create win/win outcomes for resentment avoidance in ongoing relationships
Increase participants’ people skills to help deal with difficult negotiation situations
Key Business Benefits
Minimises friction between people in long term business relationships (internal or external customers) by stemming resentment caused in lopsided negotiations
Potential increase in revenues through improved external negotiations
More effectively run projects, meeting deadlines and keeping people appeased
