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:: Objective

To learn the art of negotiating.

• Knowing how to plan a negotiation.
• Learning how to approach a negotiation that will preserve relationships not destroy relationships.
• Learn skills that will make future negotiations easier and more successful.
• Acquiring tactics and techniques for effective negotiation.
• Provide insight and practice with the appropriate skills and behaviours.
• Learning and applying a model for negotiation.
• Developing the right attitude for productive outcomes for negotiation.
• Identifying your own shortcomings and creating strategies to overcome these.
• Gain insight into your unique style of negotiating and how this either adds or subtracts from a negotiation situation.

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:: Course content:

Day 1

• Selling versus Negotiating
• Mistakes that amateurs make
• Stages of a Negotiation
• NMS model
• Key Principles of negotiating and planning

Day 2

• Interpersonal Communication
• Negotiating Skills and Behaviours
• Styles of Negotiation
• Variables that affect each style
• Guidelines and challenging situations
• Skills practice (individual)
• Skills practice (team)

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:: References

• Mehnaaz Kanroodin (BP HR– Integrated Supply and Trading) Tel: 021 408 2683
  Email: mehnaaz.kanroodin@za.bp.com
• Steven Bell (BP Senior Trader) Email: bellsa@ar1.bp.com

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"Consumers sometimes think of negotiations as intimidating, formal proceedings that only happen in lawyer’s offices, or under pressure in venues like car dealerships. In reality, people are negotiating all the time”.

Stephen P. Cohen (Professional Negotiator)