Negotiating Skills

Negotiating Skills
Brunei Gallery
School of Oriental & African Studies
28th February 2005
Registration 9.45am
10.0am – 4.30pm

Course Objectives

1.To raise awareness of what is meant by negotiation, and what the possible (and desirable) results of negotiation might be: proper use of compromise, conflict, etc.

2.To give practical skills in clear communication during negotiation, to avoid conflict.

3.Managing conflict constructively, and achieving win/win outcomes

The day begins with an examination of the overall approach needed for a successful negotiation: the win/win approach. We will look at what succeeds and what fails in a negotiation situation, and extract general principles for success. These will be applied in a series of “difficult situations??? case studies.

We will look at a particular negotiation case study, which will be used in some depth through the rest of the day. We will start with the importance of clarity in multi-party negotiations, and how to establish negotiables and non-negotiables. Following this, the work will be put to work in a role-play which involves good and bad ways of setting out your initial position. Once this has been established, we will look at the needs/wants distinction, and ways of coming up with creative solutions to negotiation deadlocks.

The core of the negotiation process will be examined with particular reference to avoiding or minimising conflict. All of this will contribute to the “negotiator’s phrasebook???: a list of handy phrases or techniques which we will add to through the day.

Techniques for closing the negotiation will be examined, making sure that the outcome “sticks???. There will be an opportunity to examine any problematic or specific negotiation situations we have been unable to cover, and consider points of good practice.

Cost is £100 for CPD25 members, £170.00 for M25 affiliate members and £250.00 for other institutions, including Lunch and refreshments.

Please note that there are 15 places available for this event, which will be allocated on a first-come-first-served basis. Bookings will close on the 21st February 2005 and any cancellations after that date will incur a 50% cancellation fee. In the event of a “no show??? on the day 100% cancellation charges will apply.