A course in developing negotiation skills

Why offer a seminar on negotiation skills?

Negotiation can have real impact on your business practice and success. Business organizations face a dynamic and changing environment where negotiation is an everyday phenomenon. It is also something that most managers find uncomfortable and sometimes even destabilizing…and believe it or not, we are nogotiating all the time – at work and also at home. The risk varies but the concepts are identical.

The Mutual Gains Approach is a fundamentally different approach to negotiation that emphasises turning face-to-face confrontation into side-by-side problem solving.
This method was first set out and developed in "GETTING TO YES" by Roger Fisher and William Ury, founders of the Harvard Negotiation Project. The Mutual Gains  Approach is based upon the theory of Principled Negotiation, a proven method for producing agreements that are fair, durable and efficient, in terms of time and resources, in almost any kind of negotiation, from day to day encounters to major financial contracts.

Seminar Objectives:

Learn through exercises, group interaction and presentation:

• To examine general principles and concepts pertinent to the whole spectrum of negotiations and how they apply to specific situations;
• Learn the seven key concepts of the negotiation process ;
• To enable the participant to look afresh at how they negotiate and acquire new ideas, tools and skills to use professionally