Overview
Negotiation Skills will assist delegates in winning contacts which are profitable for the company. Many of us take negotiation to be similar to bargaining, which is only one of the components. The program is geared to include all components of negotiating a WIN – WIN situation.
Negotiating skills will imbibe in your managers the skills and techniques to be effective negotiators to achieve more profitable contracts and long lasting, satisfied clients.
This workshop is highly participative with an emphasis on the practical application of techniques learnt. One to one team case studies will be used extensively throughout the workshop.
Target Audience
Duration
Participants Per Program
Objectives
To enable participants to:
Plan and prepare their negotiations.
Identify the real, often hidden, needs of the other party.
Use variables and shopping lists’ against price.
Establish the environment and tone for successful outcomes.
Trade conditionally.
Handle the “tricks” people play.
Achieve win / win agreement.
Identify key areas for self-development.
Content
What is negotiation?
Definition.Process.Potential solutions.
The negotiation process
Discuss / Propose / Bargain / Agree
Preparing to negotiate
SWOT analysis.Setting Objectives (what WE want).Identifying Variables (what we can TRADE).Thinking Creatively.Analysis position of the other party (what THEY want).Training videos to illustrate key learning points.
The discussion phase
Exchange and influence.Signaling.Issue and personalities.
Negotiating effectively
Negotiating Strategy and Tactics.Listening and Questioning Skills.Reading the non-verbal messages (Body Language).Training videos to illustrate key learning points.
Managing the process
Environment and tone.Handling the “tricks” people play.
Personal Development
Measuring yourself.Making progress.Action plans.24 Ways to be a successful, effective negotiator.
Effective Negotiations
