Course Details

Manukau Institute of Technology

Faculty of Business and Information Technology Reception, Floor 2 Corner of Manukau Station Road and Davies Avenue, Manukau

Two Days
8.30am to 4.30pm both days

Negotiating and becoming an effective negotiator will take your communication skills to a new level. The ability to influence and persuade is a powerful tool around the water cooler as much as around the negotiating table.
Learn how to negotiate, influence and persuade, including what techniques to use, and when, in Effective Negotiating Skills, an MIT Business Course.
A review of theory and principles
• Decision analysis
• Process analysis
• Power basis
• The decision making process
• Game theory
• Emotional intelligence
Types of negotiation
• Negotiation Styles
• Understanding the ‘Negotiation Model’
• Identifying and managing personality types
Essential negotiation skills
• Verbal communication
• Know your topic
• Questioning and listening skills
• Emotion in negotiation
• Using time
• The effects of culture on negotiation
The negotiation
• The five phases of negotiation
• The bargaining process
• Negotiation tactics
• Dealing with aggression
• Other blocking tactics
• Developing a negotiation strategy
• Points to watch when negotiating a contract or deal
• Closing a deal
Influencing and persuading
• The influencing and persuading processes
• Influencing styles
• Persuasion techniques
• Your preferred style
• Assessing someone else’s style
• Develop an influencing strategy