Moving to agreement
Featured in the Negotiation Skills training manual
By Dave Clarke & David Simmonds& Ian Steers
Category: Communication Skills
Credit price: 4 download credits (Single user)
Negotiations are only completed once the deal has been agreed by both sides. A crucial part of this comes in closing the deal. But timing is all important. We must be constantly asking ourselves if the time is right – for us, rather than for them – to close the deal. We want to come away from the negotiation feeling that we have achieved a satisfactory and agreeable solution. By using a number of strategies for closing the deal on our terms, we will achieve considerable success. This training activity gives the participants an opportunity to practise techniques for trading concessions, closing negotiations and reaching agreement.
The participants examine some closing techniques and identify how they work. They then consider ways they could counter closing techniques in a negotiation if they weren’t ready to move to a close. They then try out some chosen techniques in a negotiation exercise. Next, the participants review what happened in the exercise and identify some helps and hindrances for the closing phase of the negotiation. Finally, they identify development points to work on for future negotiations.
Who is it for: This training resource is intended for use by trainers to enable participants to use different ways of closing a negotiation to reach an agreement.
| Resource Type: | Activity |
| Min Group Size: | 4 |
| Max Group Size: | 20 |
| Typical Duration: | 02:30:00 |
| No of Pages: | 26 |
Resources: View standard resources for Fenman training activities
Purpose: This training resource is intended for use by trainers to enable participants to explore in depth a small but vital part of the negotiation process. It is flexible in its application, and can be used at a number of different times in a negotiating skills programme. It is particularly useful after the participants have had some negotiating practice.
Download the training activity, Moving to agreement as featured in the Fenman training manual; Negotiation Skills