|  BUSINESS CHALLENGE
This programme will help participants to develop the practical skills to negotiate successfully in any business setting where mutual benefit and ongoing relationships are central. It will provide participants with the knowledge and practice to prepare, conduct and conclude commercial as well as conflict negotiations.
 TARGET AUDIENCE
Participants will benefit if...
- They are responsible for the resourcing of a (project) team and have to negotiate budgets, outcomes and conditions
- Their job is to acquire or arrange products or services at acceptable rates and conditions
- They are providing or selling products and services, and need to negotiate prices and conditions
- They encounter conflicts of interest and need to manage these in an assured and confident manner
- They wish to ensure that they can confidently identify and handle emotion, aggression, deception or insincerity at the negotiating table
 LEARNING OUTCOMES
On successful completion of this programme, it is expected you will have the tools to be able to;
- Prepare negotiations by taking account of the issues, the timing and the people they will be dealing with
- Anticipate and identify the other party’s interests, needs and wants, and have strategies to manage their response
- Conduct negotiations using tested and effective strategies to achieve outcomes of mutual benefit
- Identify the negotiation style of an opponent, and match that style with effective strategies to create rapport rather than hostility
- Prepare and conduct team negotiations, either as the team leader or as an effective participant
- Counter aggression or diversion, and keep the negotiation on track with an eye on the desired outcome
- Differentiate between the various bargaining styles and select the best response to each
- Build a reputation as a skilled and credible negotiator who is able to achieve great outcomes while maintaining the long term relationship
 PROGRAMME STRUCTURE
This two-day programme is highly interactive involving practice negotiations, case studies and group work. Accelerated learning methods will anchor new skills, so they can be applied immediately. Participants are encouraged to bring material relating to negotiation situations from their work environment.
 IN-COMPANY OPTION
NZIM will partner with you to deliver a customised programme for your organisation. NZIM partner with some of New Zealand’s leading organisations, to deliver high quality learning programmes, designed to meet specific organisational needs.
 SALES DEVELOPMENT PATHWAY
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