The workbook is aimed at people who negotiate informally as part of their everyday responsibilities, and have to manage more formal negotiations such as contracts and purchasing with suppliers.

Aims - The workbook is aimed at people who;

• negotiate informally as part of their everyday responsibilities
• have to manage more formal negotiations such ascontracts and purchasing with suppliers

Content - The workbook covers the following topics

• Communication skills

- active listening
- precision questions
- assertiveness

• Building Rapport
• Influencing and negotiating styles
• Personality types
• Negotiation types
• Negotiation situations
  - a lose-lose situation
  - a win-lose situation
• The four essential phases of negotiating
  - the four phases in use
  - a win-win situation
  - phases of negotiating reviewed

Outcomes – By using this workbook you will be able to:

• define negotiating
• distinguish between the different types of negotiating situations
• explain the benefits of negotiating
• list the four steps of negotiating
• identify the skills required for each step of negotiation
• be aware of good and bad negotiating practice
• apply those skills to your own job

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