Intended for personnel who have some experience in negotiation and wish to develop their skills using video role-playing and analysis. This course is an ideal follow-up to Introduction to Negotiation Skills.
To develop delegate's negotiating abilities by exposing them to realistic negotiation situations through role-playing exercises. Performances are analysed using video play-back to provide specific guidance and techniques for skills improvement. Due to the participative nature of the course the number of delegates is restricted to eight only.
PMS Preparation Worksheet / Treatment of Numerical Data / Strengths / Weaknesses / Variables / Objectives / Concessions / Strategy.
Location / Administration / Climate / Opening / Lateral-Vertical / Conditional Agreements / Targets / Response to Targets / Tactics / Positive Questions / Preserving Doubt / Exchanging Concessions / Linking / Sacrificial Linking / Silence / Nibbling / Biased Summary / Closing / Team Negotiations.
Conditioning and Persuaders
Prior to Negotiation / Different Phases / Resisting Conditioning / Positive and Negative Persuaders / Logical Reasoning / Power and Coercion / Compromise / Bargaining / Emotion.
Social Style / Assertiveness / Responsiveness / Listening / Eye Contact / Facial Expressions / Gestures / Barriers / Body Language.
Bargaining Across Cultures
Background Factors / Conducting Business / North America / Western Europe / Eastern Europe / Asia.
Video Role Playing Exercises
Background to Exercise / Preparation / Analysis of Preparation and Performance.
The course is based on a series of exercises with delegates conducting negotiations individually and having their performance assessed with the aid of video recording and playback.
19 - 21 June 2013
23 - 25 September 2013
25 - 27 November 2013
£795.00 + VAT
Three day non-residential course .
PMS has preferential rates for accommodation with three excellent city hotels within walking distance of the Training Centre.Customer Reviews