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Influence and Negotiation Skills

Influence and negotiations are not about winning at all costs. From a winning perspective influence and negotiations recognizes that whether we are the buyer or the seller, we enter into the negotiation by aligning both party's goals in such a way that both sides win in the long term (the bigger picture).

The core principles in this course focus on the single concept of finding win-win solutions. The program is based on developing trust through openness instead of posturing to create deception. This program looks at the aspects from both the seller and buyer's perspective.

The hands-on approach allows participants to experience the process by using various situations designed to illustrate the impacts on both sides. Concepts in positioning are evaluated from both perspectives and the best ways to position strategies are developed and analyzed.

This program also looks at the details of the various stages of the influence and negotiation process. Elements such as terms, price and delivery are set aside as other value conditions are defined and brought forward. The influence and negotiation skills program provides strategies and develops the skills that enable both sides in the negotiation to retain control over the key aspects while ensuring that they mutually move towards a satisfactory conclusion.

Program topics covered:

  • Negotiation principles,
  • Influence and persuasion principles,
  • Understanding human motivation,
  • Strategies and tactics,
  • Win-Win concepts,
  • Tactical positioning,
  • Opening moves,
  • Research and planning.

This program is custom-tailored to specific business environments.

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