Negotiation Skills Training Course
Duration
2 days
What is this course about?
In today's competitive business world we are all under increasing pressure to deliver better results. Both buyers and sellers are at the forefront of commercial relationships and even people negotiating internally face pressure to achieve more.
As a negotiator do you often feel that you could and should have got a better deal? Do you feel that the other party was just smarter than you?
This course gives a structured methodology for successful negotiation and will review, discuss and practise the key skills and techniques essential to achieving the best possible outcome from each and every negotiation.
Who would benefit?
All members of staff who have to negotiate at any level to improve the deal - in Sales, Purchasing or conducting any cross party agreements.
Objectives
At the end of the course delegates will be able to:
- Understand the difference between selling and negotiating
- Understand the stages of negotiation
- Plan a negotiation
- Consolidate agreements with clients
- Be more skilled at reaching lasting agreements
- Seek win-win outcomes
- Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more inportantly, how to deal with them
Key topics covered
1. The successful negotiation model
- The negotiation stages
- Planning the negotiation
- Influencing styles
2. Stages and critical tasks
- Understanding the various stages
- What tasks are critical to work at in each stage
3. Planning the negotiation
- Introducing a ten point planning guide
- The importance of researching the other party's position
- Strategy and tactics to adopt
4. Influencing styles
- How to 'push or pull' in differing circumstances
- Know when to 'walk away' from the low offer
- Know when to use 'persuasion and assertion' or 'bridging and attracting'
5. Opening the negotiation
- How high - how hard - how soon
- Power balance - each party's interdependence on the other
6. Use of currencies
- How to identify currencies ie. variables
- How to use these to establish a higher base price
- Elegant currencies - low cost to you - high value to other party
7. Practice sessions
- How to put theory into best practice
- Undertake short negotiation exercises and receive constructive feedback
- Practical sessions involving both sales and non-sales related negotiations
- Delegates have the opportunity to carry out real ongoing individual situations of their choice
