Negotiation Skills for Engineers

‘Everything is negotiable’

Peter Fleming

Course Description

This course gives a structured methodology and a range of skills and techniques from the simple to high level million pound negotiations. Participants are taught a range of strategies to adopt in any given negotiation situation.

Participants will learn how to analyse the strengths and weaknesses and how to research the other party’s position.

The course is highly interactive and involves a number of generic and fully customised negotiation case studies.

Course Objectives

To understand the concept of negotiating
To be able to effectively negotiate in a Win Win environment
To be able to differentiate negotiating and selling
To understand styles in negotiating and be able to relate to one’s own style
The importance of Emotional intelligence in the negotiation process
To identify behaviours, their effects and the situations in which they are most relevant and powerful
To understand the negotiation process, and be able to use each step as a means to a successful outcome
To have an understanding of the concept of power in a negotiation
Verbal behaviour, its role and to be able to differentiate good from bad
To be able to recognise win lose strategies and behaviours being used against you and to apply appropriate strategies and tactics.