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Winning Solutions™: Negotiation Skills for Win-Win Situations


Course Objective

This 2-day intensive programme will help participants to understand and apply effective negotiation techniques in work and life in order to consistently achieve a happy outcome for all parties involved, whenever a conflict arises.

Course Methodology

Sharing by the trainer takes up only 20% of total class time. The remaining class time will be utilized for group discussions, simulation exercises and coaching.

Course Syllabus

Module 1
Introduction to Negotiation Skills
The importance of negotiation skills, components and process, the principles of negotiation, formal vs informal negotiation
Module 2
Negotiation Concepts
Best Alternative To A Negotiated Agreement (BATNA), Reserve Price, Zone Of Possible Agreement (ZOPA), Value Added, Time Decay
Module 3
Negotiation Process
Planning, exchanging info, bargaining & closing - identifying key issues, objectives & concessions, sealing the deal
Module 4
Creating a Win-Win Situation
Creating trust, minimizing conflict, influencing skills, persuading others to see one's point of view, leveraging available resources, exploring creative solutions, using NLP techniques & subliminal persuasion
Module 5
Basic Negotiation Tactics
Big Pot, The Well Is Dry, Patience, Threaten, The Last Bite, Limited Authority, Stone Face, Get Lost, Stall For Time, Divide & Conquer
Module 6
Advanced Negotiation Tactics
Whipsaw, Split The Difference, Trial Balloon, Acting Crazy, Getting a Prestigious Ally
Module 7
Sales as Negotiation
Applying negotiation techniques to a sales situation
Module 8
Final Simulation Exercise
A full length final exercise to apply all the skills learned