Negotiation: Strategy & Tactics is founded upon the outcomes of 30 years research into effective negotiation. We compared negotiators who are successful, rated positively by both parties and whose decisions implemented well, with average negotiators.

Skilled and average negotiators spent similar time getting ready for their negotiations. However skilled negotiators clearly understood the difference between preparation and planning and spent their time very differently from the average.

Not only did the skilled negotiators recognise the importance of Objectives and Fallbacks, but also their understanding and application of the two was different than the average negotiators.

Part of the skilled negotiator profile was the capability to accurately assess and plan for power in the negotiation, a process that went beyond the classic SWOT analysis.

The skilled negotiators understood the importance of flexibility and utilised as many negotiation issues as they could to influence bargaining, to establish leverage and to aid creativity in deals.

Most importantly, skilled negotiators understood they were bargaining. Concessions were rare, trading was everything and the perceived value of a trade was crucial.

In terms of the negotiation, when should you play win/win and when win/lose? Oh, and if you think win/win is soft and easy - think again! Finally, to help you prepare and plan, this course comes with a comprehensive toolkit. To close on a quotation from General Eisenhower, "Plans are useless, planning is everything!"

Who should attend?

Anyone already involved in negotiation. Very senior managers have attended this course, as have those new to formal negotiation. They have all been from a myriad of backgrounds and they all found it beneficial.