A one-day course.

• Topics Covered:
• The Negotiation Process.
  • Preparation
  • Invitation to negotiate
  • Presentation
  • Bargaining
  • Closing the Deal
• Preparation Checklists.
• Pitching the first bid.
• Win – win.
• When not to negotiate.
• Deadlock
• Qualities of Negotiators.
• Negotiating Teams – Team Selection.
• Linking Concessions.
• Interpreting Signals.
• Settling the Deal.
• Interpersonal Skills.
• ‘Games People Play’.
• Types of Conflict.
• Beliefs that lead to Impasses.
• Beliefs that lead to Win / Win Resolutions.

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