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 - This 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 - This 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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