Negotiation Principles and Preparation

Programme Objective:

Participants  will understand the purpose and principles of a negotiation and will be able to fulfil a role in preparing for a negotiation and in supporting their manager in a negotiation

Programme Learning Outcomes:

  • I can explain the purpose and principles of a negotiation
  • I can explain the process that a negotiation will follow
  • I can explain my role in supporting my manager in a negotiation
  • I can identify the situations in which and people with whom I and / or my manager are likely to need to negotiate
  • I can explain how to set negotiation objectives and limits
  • I can explain what trading tools are and identify trading tools for the kind of situation in which I may have to negotiate
  • I can explain how to prepare a proposal and can prepare one for the  kind of situation in which I may have to negotiate
  • I can anticipate customer limits and identify possible customer bargaining tools to help me and my manager to prepare for a negotiation

Prior Learning /Competencies Required by Participants:

None

Programme Resources

Session Plan

Slides with complete Trainers Notes

Exercises with instructions for use

The Byrne Partnership is a limited company registered in Scotland. Registered Number: 132021.