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Pathway

Negotiating for Success
This programme will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research, we will take the mystery out of preparing for and executing negotiations - whether they involve multimillion-euro deals or improving your next salary offer. Our programme focuses on developing those behaviours which set effective negotiators apart. The programme architecture is as follows:

  • Identifying negotiation opportunities where others see no room for discussion
  • Phases in the negotiation process
  • The crucial first 5 minutes – what to do
  • Separating the people from the problem
  • Anticipating concerns
  • Communicating to build trust and foster collaboration
  • Focusing on interests, not positions
  • When to talk and when to listen
  • Developing solutions for mutual gain
  • Negotiating successfully from a position of weakness
  • Defusing threats, ultimatums, lies, and other hardball tactics
  • Overcoming resistance using proven influence tactics
  • Managing disagreements and surfacing issues
  • Recognising when the best move is to walk away