Duration : 01 days
Course Overview:
We all operate in an increasingly complex commercial and professional environment that requires us to negotiate on a daily basis not only with customers, clients, suppliers and contractor, but also with managers, fellow employees and colleagues within our own organization.
This Negotiation Skills training course is designed to explain the negotiation process in detail and demonstrate how to use it effectively, giving delegates the negotiation skills and strategies, they need to succeed in today’s challenging commercial environment
Course Objective:
By the end of the course, participants will be able to:
- Have a deep understanding of the key analysis of the negotiation process and how to influence others to get more of what you need and want
- Have developed a range of highly effective negotiating skills and strategies that can be used in a range of situation
- Be able to effectively analyze, plan and prepare for every negotiation
- Understand the benefits of controlling and reading body language when influencing others
- Have become a more effective and confident negotiator
- Have enhanced an essential operational, management and leadership skill that will increase your performance on a daily basis
Target Audience:
- Managers
- Team Leaders
- Administrators
- All Professionals
Course Outline:
Introduction to Negotiation – The Starting Point for Improvement
- Thinking Outside-the-Box
- Positivity & Negativity and Its Affect on Negotiation
- Applying a Positive Attitude to the Negotiation Process
- Proposal Format – simple, focused & logical
- Placing Yourself Above the Competition with Your Proposal
- The Psychology of Negotiation – Knowing your Opponents Driving Force
- The Feel-Good Factor
- Questioning & Listening Techniques
Understanding Negotiating Strategies
- Outline of the most common negotiating strategies
- Identifying distributive and integrative tactics
- Analyzing when and how these tactics are used
- Difference between soft and hard negotiating skills
- Understanding principled negotiation tactics
- Identifying potential outcomes based on these strategies
- Cultural implications of negotiation strategies
Developing a Strategic Approach to Negotiation
- A Strategic Approach to Negotiation – Distributive negotiation strategies
- BATNA, Zone of Possible Agreement
- Openings, Anchors, Offers and Counter Offers
- A Strategic Approach to Negotiation – Integrative Negotiation Strategies
- Sharing Information, Diagnostic Questions & Unbundling Issues
- Package Deals, Multiple Offers and Post-settlement Settlements
- Knowing and Maintaining your Sources of Negotiation Power
- Sales Negotiation Behavior – A Practical Approach
Negotiating Behavior and Personality Types
- Understanding differing behaviors
- How to adapt your behavior to suit the negotiation
- Possible outcomes and conflicts of each behavior type
- Understanding personality types and how they influence negotiations
- How to identify and negotiate with each personality type
- Key behaviors of a skilled negotiator
- Understanding body language and non-verbal cues
- Negotiation Success
- How to achieve a successful close
- Identify the key stages of a successful negotiation
- The importance of a win-win scenario
- Closing out the negotiation process positively and productively
- Working in cooperation to ensure productive outcomes
- Establishing and developing a continued professional relationship
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