Managing Negotiations

Negotiation is the process of interacting with the intention to advance individual interests through a combined action. These can take place at any time within business and can have a formal or informal nature. This qualification provides you with a framework to help structure your negotiation efforts and develop strategies, along with processes of successful negotiation and practical scenarios to assist with real-world negotiations.

Course Content

• Describe the requirements of negotiation strategy
• Explain the use of different negotiation techniques
• Explain how research on the other party can be used in negotiations
• Explain how cultural differences might affect negotiations
• Identify the purpose, scope and objectives of the negotiation
• Explain the scope of their own authority for negotiating
• Prepare a negotiating strategy
• Prepare fall-back stances and compromises that align with the negotiating strategy and priorities
• Assess the likely objectives and negotiation stances of the other party
• Research the strengths and weaknesses of the other party
• Carry out negotiations within  responsibility limits in a way that optimises opportunities
• Adapt the conduct of the negotiation in accordance with changing circumstances
• Maintain accurate records of negotiations outcomes and agreements made
• Adhere to organisational policies and procedures and legal and ethical requirements when carrying out business negotiations

Employees Benefits

• Prepare a negotiating strategy
• Prepare fall-back stances and compromises that align with the negotiating strategy and priorities
• Identify the purpose, scope and objectives of the negotiation
• Assess the likely objectives and negotiation stances of the other party

Employers Benefits

• Maintain accurate records of negotiations outcomes and agreements made
• Adhere to organisational policies and procedures as well as legal and ethical requirement when carrying out business negotiations
• The scope of their own authority for negotiating