Programme Description
Principles of Negotiation (PN) is designed to enable participants better to understand how to conduct business and personal negotiations.

Topics:
The Stages of Negotiation
Preparation
Plans and Goals
Emotion and logic
Asking questions
Sources of power
Advantages and disadvantages
Concessions
Entry terms and exit terms
Visual Behaviour - Positive and Negative
Discussion
Questioning
Levels of Negotiation and Behaviour Patterns
Characteristics/Actions of successful and unsuccessful negotiators
Proposal
Timing
Tactics
Counter Tactics
Bargaining
Concept of Value
Reaction
Negotiating tools
Concessions
Warranties and guarantees
Objections
Techniques for Demand and Concession
Skills for negotiators
Agreement
Good and bad deals
Power

Who is MCR designed for?
The programme is suitable for sales persons, buyers and other individuals who have a need to seek improved or advantageous terms and settlements. Whilst general business or personal experience of dealing with other parties is useful, no specific knowledge is required.

Normal duration: 12-16 hours