Negotiation Training

Effective Negotiations

Most everything we do in business and every-day life involves some element of negotiation. M&L works on both sides of the negotiation table to help people develop their negotiation skills so that they achieve the most efficient resolutions in terms of time and effort expended and the results gained.

In our view, the most effective negotiators combine excellent haggling skills with a firm and courteous demeanour. They seek fair and practical outcomes to their negotiations which they regard as opportunities to build relationships with the other parties. They prefer to work with 'other side' whenever possible.

We run one-day negotiation courses ranging from basic to highly advanced negotiation techniques.

Course Content - here are some of the negotiation topics we cover:

1. Negotiation objectives - lets be clear on what we are trying to achieve
2. Preparing for our negotiations - steps we must take to succeed
3. Handling different types of negotiator
4. The negotiation ritual step-by-step and how to control each phase
5. Buyers' tricks to watch out for and counter
6. Sellers' tricks - how to spot and manage them
7. Dirty tricks - unacceptable negotiation techniques to be avoided
8. Our behaviour in the negotiation and how to interpret the other side's signals
9. Co-operative negotiation techniques or 'interest based negotiations'
10. Team negotiation techniques
11. Competitive negotiation techniques to improve our chances of winning

We expect everyone attending to have to negotiate on pre-agreed topics at least twice during the day, taking positions on both sides of the negotiation.

These negotiation games will reinforce major points and delegates will have to present the results and, more importantly, how they arrived at their agreements.