Course Content

Six fundamental errors to avoid
• Poor planning
• The Argument Trap
• Straight to Positions
• Serial Settlement
• The Win-Lose Assumption
• Misunderstanding Power

Planning effectively
• Mapping the issues and their connections
• The BROAD concept
• Assessing the negotiable range
• Deciding limit, target and opening position
• Reviewing different deal “shapes” and their cost/value to each party
• Concession plans
• Planning the Information Exchange
• Preparing a powerful Initial Statement

Stage I: Establishing the Gap
• The Initial Statement
• The Three Levels: Issues, Interest, Positions
• The Steps of Stage I: a process model
• Taking control
• Putting our opening position – and reacting to theirs
• The importance of Anchoring
• Using this model for sales meetings/pitches (instead of pitch books or presentations)

Stage II: Reducing the Gap
• When and how to use reasoned argument (and when not to)
• Re-shaping the deal to create value
• Managing concessions to claim value
• Keeping control
• When and how to call adjournments

Stage III: Closing the deal
• When to close?
• Effective closes and how to counter them
• Final Offers – making and countering them
• Dealing with Deadlock

Power Games
• Using and countering the “Power Games”
• Dealing with “Last-Minute Manoeuvres”

• When to run a negoti-auction, whether as buyer or seller
• How to respond to a negoti-auction

negotiation skills training
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