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This workshop is a mix of discussion, instruction and practical case study covering the essential techniques of negotiating successfully.

Key Topics

Why negotiations fail.

The definition of negotiation.

Interest and position based negotiating.

Key attributes – IQ and EQ.

Understanding how behavioural preferences impact negotiating.


  • Having clear positions and desired outcomes
  • Anticipating difficulties
  • Thinking creatively
  • Considering the agenda

Listening and questioning skills.

Understanding signals.

Proposing and bargaining

Dealing with conflict

International negotiations – the cultural differences.


Closing the negotiation.