Negotiation Skills Workshop Agenda

Introduction: check in for the day, establish objectives and agree approach.

Negotiation practice: generic negotiation between two parties to get us started and to illustrate all the key points of negotiation without the distraction of “real” situations.

Review: Learning points from practice session.

“PADLOCK” Understanding the process of negotiation – the key phases that take you from start to finish. 

• P – Preparation. How and what to prepare before you negotiate.
• A – Agreeing an agenda with the other party before proceeding.
• D – Dialogue to understand the other party’s position and needs.
• L – Laying out your proposal in a persuasive way.
• O – Options trading. The give and take present in every negotiation.
• C – Closing the deal. The point at which agreement is reached or one or party decides to seek an alternative agreement.
• K – Keeping your promises. Making sure that what has been agreed is delivered from both parties.

Communication skills: non-verbal communication, listening and questioning and how they fit into the negotiation. 

Understanding different behavioural styles: How to be assertive.

Summary, action planning and close 

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