• Laura Rushton

Become a pro-negotiator with pro-training

People Power speaker Ian Murray on the importance of robust negotiation skills. Attend Ian's practical session at People Power to learn how to become a pro negotiator




Every manager and sales-person needs robust negotiation skills. It is the key to influencing results and gaining outcomes that are essential for success. Negotiation is easy when the other party has a collaborative mind-set, but challenging when they do not. There is nothing that raises self-confidence faster than being successful in negotiating a good deal. And there is nothing that will lower self-confidence faster than being out-negotiated into a poor deal that the company has to live with long into the future.


There are some key principles and techniques that provide effective navigation tools through the ever changing negotiating landscape, enabling pitfalls to be avoided along the way and success achieved in the end.


PROTRAINING’s PRONEGOTIATOR programme is designed to provide essential tools, concepts and practices of negotiating, to successfully develop an individual’s flexibility and ability for both everyday situations and negotiations of major importance.

PRONEGOTIATOR will enable participants to:

· State the types of negotiation


· Define important negotiation concepts such as:

- BATNA

- ZOPA

- Reservation Price - Trade Options

- Explore the 8 preparation steps

- Use the 5 steps process to negotiate win: win outcomes


Here are some areas that you should also think about –


Plan – most negotiations fail because of poor preparation and planning – think about what you want / need


Caving In – Don’t do it – play the ‘game’ and go for what you want and don’t ’break’ too early


Don’t presume – Go with an open mindset – you don’t know what the other party really wants until you discuss


Listen - make sure you listen to understand what the other party really wants


Build – try and build rapport and make sure you forge a relationship – you will get much more out of the trade if you do


Finally, try to enhance your questions technique – Use open ended questions, use encouraging behaviours, Pause and give a summarising statement focusing on the win:win outcomes

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