There is no single formula for successful negotiation. In one situation, you may need to tread carefully and make concessions. In another, you can be fast and aggressive. In particular, a one-off deal is different from a series of deals with one customer or supplier. But there are a few golden rules experienced negotiators refer back to time and time again.
By the end of this session you will:
Consider Thomas & Kilmann’s conflict model
Recognise the best alternative to a negotiated agreement
Plan the negotiation process
Debate some hard-nosed tactics