Preparation
2 HOURS

  • Setting your objectives
  • The HIT Table
  • The Successful Negotiator
  • Setting your objectives
  • The HIT Table
  • The Successful Negotiator

Setting objectives
2 HOURS

  • Prioritizing your objectives
  • Drawing up the agenda
  • Getting to know the other side
  • Arranging a meeting

  • Stating your interests
  • Asking about areas of interest
  • Agreeing on agenda points

The Meeting
2 HOURS

  • Invitation to a meeting

  • Last-minute changes to the agenda
  • The meeting’s goals
  • The best approach
  • Sending a cover letter/email

  • Amending and confirming the agenda
  • Stating your goals at a meeting
  • Meeting and greeting

Proposals
2 HOURS

  • Making a proposal
  • Responding to a proposal
  • Offering a counter-proposal
  • Presenting a proposal and counter-proposal

  • Clarifying information
  • Expressing possibilities and impossibilities
  • Linking offers to conditions

A New Offer
2 HOURS

  • Types of negotiation
  • Clarifying positions
  • Introducing new ideas
  • Resolving differences
  • Enquiring about offers
  • Expressing opinions
  • Suggesting solutions

Dealing with Deadlock
2 HOURS

  • Handling conflict

  • Dealing with differences
  • Settling matters
  • Expressing agreement and disagreement
  • Asking pertinent questions
  • Making and obtaining concessions

  • Encouraging agreement