“Let us move from the era of confrontation to the era of negotiation”
―RICHARD M. NIXON

MODULE AIM

The aim of this module is to provide learners with a comprehensive framework of the essentials in negotiation. Negotiation skills are necessary to win new contracts, make sales, persuade clients, deal with trade unions and also with employees. The module imparts learners with the knowledge base and tools that will help them develop these vital skills.

LEARNING CONTENT

  • understanding conflict
  • approaches to negotiation
  • negotiating for better outcomes
  • stages in negotiation
  • preparing to negotiate
  • dealing with obstacles to negotiation
  • the role of intentions in negotiating
  • individual differences in negotiation

MODULE OUTCOME

  • Outline the process for effecting a successful negotiation
  • Provide and elicit tactics for overcoming objection, rejection and refusal
  • Understanding personal differences in negotiation styles and approaches
  • Develop an action plan to improve negotiation skills