Communication Principles
A Communications Model
Process vs Objective
Eight Dimensions of Communication
Effects of Poor Communication
Communication Skills
Group Dynamics
Communication Styles
Analysers
Affiliators
Conceptualisers
Activators
How vs What
Negotiation Skills
Everyone Negotiates
Styles of Negotiation
Planning to Negotiate
Conduct of negotiationsIssues in Negotiations
Types of Issues in Negotiation
Value Analysis
Case Study
Social Power
Power vs Influence
Forms of Power
Using Power
Power Continuum
Case Study
Setting Objectives
Why Set Objectives?
Elements of an Objective
Main Objective
Optimistic Objective
Fallback Objective
Danger Point
Case Study |
Concessions
What are Concessions?
Selecting Concessions
Trading Concessions
Case Study
Role PlayStrategies
What is a Strategy
Prime Thrust
Secondary Thrust
Diversions
Case Studies
Tactics
What are Tactics?
Offensive Tactics
Defensive Tactics
Action Plan
Preparing the Negotiation Plan
Negotiating
Effective Communication
Creating the Climate
The Opening Process
Fabric of a Negotiation
Conducting the Negotiation
Tactics Towards Agreement
Bidding
Bargaining
Teamwork
Closing
Afterwards
Review
Outcomes Achieved
What was learnt?
Next Steps
Delivering on Commitments |