文档介绍：NEGOTIATION SKILLS David Hodgkinson
COURSE DESCRIPTION
How to define “negotiation”?
Understand what constitutes a successful negotiation
Understand the negotiation process and techniques
Build a framework towards effective negotiations
Understand the four phases of negotiation
Understand negotiation tactics and behaviour
Prepare for cultural differences with global deals
Know how to negotiate confidently and effectively
COURSE DESCRIPTION
Section One - Principles of Negotiation
Section Two - The Negotiation
Section Three - Negotiation Tactics
Section Four - Linked Principles
WHAT’S IN IT FOR YOU?
Negotiating is often a part of your job description
Negotiations occur everywhere - at work and at home
Effective negotiations lead to increased revenues and stronger cost evaluations
Understanding the framework, psychology and strategies of effective negotiation is vital to your success
Course methodology
PowerPoint presentation Discussion Group presentations of case studies
Course perspectives
Theory My practical experience Your practical experience
“ Let us never negotiate out of fear – but let us never fear to negotiate”
John F Kennedy
“ What we anticipate seldom occurs; what we least expected generally happens”
- Benjamin Disraeli
NEGOTIATION
Definition?
What are your experiences?
NEGOTIATION - Definition
“The process of two or more parties working together to arrive at a mutually acceptable resolution of one or more issues, such as a commercial transaction, a contract, or a deal of any sort”
Negotiation is a give-and-take bargaining process that, when conducted well, leaves all parties feeling good about the result and committed to achieving it
NEGOTIATION SKILLS
Negotiating, like many skills, seems simple in theory but is, in reality, quite complicated. It can be learned by training, practice and experience, an