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Managing Negotiations

Negotiation is the process of interacting with the intention to advance individual interests through a combined action. These can take place at any time within business and can have a formal or informal nature. This qualification provides you with a framework to help structure your negotiation efforts and develop strategies, along with processes of successful negotiation and practical scenarios to assist with real-world negotiations.

Course Content

  • Describe the requirements of negotiation strategy
  • Explain the use of different negotiation techniques
  • Explain how research on the other party can be used in negotiations
  • Explain how cultural differences might affect negotiations
  • Identify the purpose, scope and objectives of the negotiation
  • Explain the scope of their own authority for negotiating
  • Prepare a negotiating strategy
  • Prepare fall-back stances and compromises that align with the negotiating strategy and priorities
  • Assess the likely objectives and negotiation stances of the other party
  • Research the strengths and weaknesses of the other party
  • Carry out negotiations within  responsibility limits in a way that optimises opportunities
  • Adapt the conduct of the negotiation in accordance with changing circumstances
  • Maintain accurate records of negotiations outcomes and agreements made
  • Adhere to organisational policies and procedures and legal and ethical requirements when carrying out business negotiations

Employees Benefits

  • Prepare a negotiating strategy
  • Prepare fall-back stances and compromises that align with the negotiating strategy and priorities
  • Identify the purpose, scope and objectives of the negotiation
  • Assess the likely objectives and negotiation stances of the other party

Employers Benefits

  • Maintain accurate records of negotiations outcomes and agreements made
  • Adhere to organisational policies and procedures as well as legal and ethical requirement when carrying out business negotiations
  • The scope of their own authority for negotiating

 

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