Advanced Negotiation Skills

Attendance of the Advanced Negotiation Skills programme at IMI. This is a 3 day in person programme.

Programme Themes

The Fundamentals of Negotiations Understand how a goal focus positively impacts negotiation.Explore negotiation – the concept. Common mistakes in negotiation. Distinguish distributive and integrative negotiation concepts. Start to Develop your diagnostic tools. Putting it into Practice. Display your skills. Distributive Negotiation. Splitting the difference. Understand the process of negotiation. Understand the four-step process of negotiation: preparation, opening, bargaining and closing. Harness the power of preparation. Conquer the three elements of opening: building rapport, anchoring and setting the scene. Conduct an effective bargaining process: learn and practice practical strategies, tools and tactics. Research on more effective negotiators. Make an effective close Your personal negotiation style. Adapt your style to the situation. Ten nightmare tactics employed in negotiations and how to countermand them. Action planning for strategic success in mutual gains negotiations with clients. Harness the six principles of effective persuasion.