MODULE 5

NEGOTIATION SKILLS

Module Purpose:

To provide the skills needed to plan & implement successful negotiation

Learning objectives:

• Establish objectives to be achieved by negotiation.

• Identify a range of outcomes from the desired ideal to the ultimate acceptable fall back position.

• Use interpersonal skills to influence others in both informal and formal situations to achieve your objectives.

• Act assertively to achieve objectives

• Reduce resistance & minimise conflict

• Know how & when to accept the opinions, values & will of others

• Work to achieve a WIN-WIN situation

Content Pointers:

• Preparations for negotiations• Pre-negotiation and review• Principles of effective negotiation—form• Principles of effective negotiation—substance• Finalizing the agreement• Implementation, monitoring and renewal

Teaching method:

• Lecture using Power Point presentation

Materials needed:

• Projection equipment• Handout of presentation

Time required:

Time Content Methods/Activities Materials needed