A bit like selling, negotiating is considered by many to be something of a dirty word. But the fact remains that we all negotiate every day, either in set piece negotiations or on the hoof in day-to-day business activities. John's course typically takes a whole day and looks at the varied aspects of negotiating:

• How to structure a negotiation strategy
• The typical phases of negotiations
• Projecting confidence and assertiveness
• Reading signs and body language
• Dealing with ploys and tactics
• Telephone negotiations
• Questioning techniques
• Summarising and concluding effectively

[Back to courses]