Negotiating From a Weak Position
When dependency is high, the stakes are high
Special skills are required to negotiate successfully when the balance of power is not in your favour.
This three day programme gives you the mindset, knowledge and skills to create high-value, win-win agreements and solutions when negotiating in difficult circumstances. Negotiating with a sole source supplier, higher management or an international business counterpart involves high dependency. This programme will help you meet the challenge successfully.
Training Goal
- Develop a collaborative environment
- Consider the effects of short-term and long-term thinking and making assumptions
- Build and maintain interpersonal relationships based on mutual trust
- Improve communication and decrease costly misunderstandings
- Create high-value settlements supported by all parties
Who shall participate?
Purchasing, sourcing, sales and other business professionals who negotiate in difficult circumstances both inside and outside your organisation.
Excerpt from the content
- The problems of short-term thinking, positional bargaining and a competitive mindset
- The Negotiators Dilemma ("Shall I trust the other party or not?") and a working model for dealing with it
- The drawbacks of adopting a soft or hard negotiation style
- Principled Negotiation ("The Harvard Method") as a process for creating sustainable settlements in long-term relationships
- Use Power to Educate: Are they as strong as they think they are?
- Tools for preparation
- Advice on negotiating the differences
