Demonstrate an understanding of negotiation as a  process minimising opportunities for conflict.

Describe the key components of each of the five stages  of negotiation.

Isolate units of value which can be traded during the  negotiation.

Apply the LIM model to develop a range of options.

Develop techniques to support effective delivery when  exploring, proposing, bargaining and closing.

Review a range of tactics and behaviours associated  with successful outcomes.

Define three principle roles within a negotiation team.

Learn the art of making minor issues look like major  concessions.

Develop methods to eliminate resistances and dilute  the value of any counter proposals.

Conduct a simulated negotiation using the principles  covered in this workshop.

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