Capital Equipment Consulting LtdInterlocked Training Workshops
The Negotiating the Value Proposition Workshop develops a framework for deciding realistic targets in any negotiation – the nice to achieve, the need to achieve and the no point where we walk away. It explains the concepts of framing your proposal and anchoring the negotiation using lessons from the psychology of persuasion. It looks at both competitive and co-operative negotiation and when and how to use each and explores the five different styles of negotiating that people use. It looks at both how we can read other's body language and use our own to help persuade.
The workshop allows each participant to practice both competitive and co-operative negotiation, both as a buyer and as a seller, and to conduct an assessment of their performance and set improvement targets.
Each participant will receive their peers' assessment of their performance as well as the facilitator’s individual assessment and suggestions for improvement.
The participants will also receive the spreadsheet to allow them to assess their strengths in any future negotiation to enable them to set the Nice-Need-No targets and an additional spreadsheet detailing their improvement plan for their own future negotiating.
Subject Summaries Available from this Web Site
- Competitive Negotiation
- Co-operative Negotiation
- The psychology of persuasion
- Body language
Spreadsheet
- Preparation and assessment of a negotiation
