Complex Negotiation at Huthwaite International

By the end of this advanced negotiation skills programme, participants will:

• Understand the VBA model and the DNA of a world class negotiation
• Know how to analyse the context of a negotiation and prepare an optimal negotiating position
• Be able to differentiate between preparation and planning
• Be familiar with best practice tools
• Be able to calculate the cost of concessions
• Be able to plan a variety of tactics to move the negotiation towards a desired outcome
• Understand how to open and conclude a negotiation
• Understand the concepts of levers and bargaining and how to apply them
• Be able to describe and use the key behaviours used by world class negotiators
• Be able to describe and avoid the behaviours that have a negative effect on negotiations
• Know how to maintain a positive climate, deal with ‘dirty tricks’ and overcome stagnation or deadlock.

Participants will receive a benchmark review of their performance against the excellence negotiation model and be given constructive and objective feedback as well as their own personalised Action Plan for ongoing development.