• Gain leverage / Discussion Control & Right target direction
• Avoid Surprises
• Think clearly, Set targets/Clear & Measurable Objectives
• Handle Contract stress, Discussion pressure & Pitfalls
• Understand the mood and objectives of the other party
• Foster trust and relationship building (Win-Win)
• Keep cool under pressure (Perform professionally not personally)
• Manage the other party
• Obtain a winning

Understanding the Negotiation Concepts & Importance

• What do we mean by Negotiation?
• Why Negotiation is important in our life & Business
• Is Negotiation a Talent or Acquired Skills & Science to Learn
•  Soft and Hard Styles
•  Principled Negotiation (The Harvard Model)
•  Self-Analysis
•  Characteristics of an Effective Negotiator
• Use of Non-Verbal Communication Techniques (Body Language) to Aid Understanding

Negotiation Process
1. Introduction

• Preparation
• Listening and discussion
• Proposal
• Bargaining
• Closure

2. Preparation

• Setting objectives
• Research
• Understanding the ‘other’ side
• Segmentation
• Anticipating the issues
• Preparing questions and scenarios
• Setting limits
• Selecting the negotiation team
• Venue
• Performing a dry run /Rehearsal Developing a ‘Plan B’

3. Negotiation tactics

• Listening and talking
• Facts-based vs. emotions
  -based
• Assertive vs. aggressive
• Psychological issues
• Fact-finding and testing the ground
• Challenging and probing
• Winning –over the other side
• Collaboration and compromise
• Walking away

Attendees will get training certificate after the completion of the course