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Effective Negotiation Skills

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  • Mon 10 Jul ’17, 8:30am – 4:30pm


Manukau Institute of Technology, Corner of Manukau Station Road & Davies Avenue, Manukau City


All Ages


Official Website

This course forms one of the several courses offered which collectively provide essential basic business skills for middle management and supervisors in larger organisations.

- A review of theory and principles
- Decision analysis
- Process analysis
- Power basis
- The decision-making process
- Game theory
- Emotional intelligence.
- Types of negotiation

Negotiation Styles:
- Understanding the 'Negotiation Model'
- Identifying and managing personality types.
- Essential negotiation skills

Verbal communication:
- Know your topic
- Questioning and listening skills
- Emotion in negotiation
- Using time
- The effects of culture on negotiation.
- The negotiation

The five phases of negotiation:
- The bargaining process
- Negotiation tactics
- Dealing with aggression
- Other blocking tactics
- Developing a negotiation strategy
- Points to watch when negotiating a contract or deal
- Closing a deal
- Influencing and persuading

The influencing and persuading processes:
- Influencing styles
- Persuasion techniques
- Your preferred style
- Assessing someone else's style
- Develop an influencing strategy

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