Seven critical elements to achieve successful negotiations

Audience
The course is aimed at managers, HR staff, elected representatives, salespeople, purchasers and others who participate in or lead negotiations in the workplace or in commercial contexts. It is suitable for both new and experienced negotiators who want a structured and professional approach to negotiations and who want to achieve better results through better interaction, analysis and execution.

Learning objectives
Participants should gain in-depth insight into the seven critical elements that underpin successful negotiations. They will learn how relationships and communication affect process and outcome, how interests are identified and analysed, how creative opportunities are developed, how objective criteria are used to ensure fairness, and how alternatives and obligations are assessed and managed. The course provides a comprehensive framework for the planning, implementation and follow-up of negotiations.

After completing the course you will be able to

• Explain the seven critical elements of negotiation and understand how they are related.
• Plan and structure negotiations using a holistic framework.
• Building and safeguarding relationships and trust in demanding negotiation situations.
• Communicate clearly, listen actively and use exploratory questions.
• Identify and analyze your own and others' interests behind claims and positions.
• Develop creative solutions that create added value for both parties.
• Use objective criteria to justify proposals and protect yourself from unreasonable claims.
• Consider your own and the other party's options and make good decisions about when you should enter into an agreement.
• Establish clear and enforceable commitments that ensure the follow-up of agreements.