Negotiation Mastery equips you with the skills to close deals that might otherwise be deadlocked, maximize value in the agreements you reach, and resolve differences before they escalate into costly conflicts.
The Process of Negotiation:
- The value of negotiating
- How negotiating differs from selling
- When selling stops and negotiation begins
How to Plan the Strategy:
- Targets -your bottom line and optimum aim
- Tactics and objectives
- Planned concessions
- The limits of both parties’ power
- Establishing the climate
- Pursuing a ‘win-win’ outcome
- Retaining flexibility
The Negotiation:
- Understanding the other side’s needs and motivation
- Interpersonal skills and body language
- Presenting your case
- Opening bids and offers
- Dealing with objections and rejections
- How to avoid deadlock or how to make deadlock work for you
- Give and take –the skill of negotiation
- The importance of summarizing
- Bargaining
- Dealing with intimidating tactics
Clinching the Deal:
- Going for commitment
- How to close
- Developing a long term relationship and preparing the climate for future negotiations
Telephone Negotiation:
- Voice and personality projection
- Using silence
- Controlling the call
- How to implement the negotiating process using the telephone
Action Plan:
- Participants plan and discuss what they Will actually do upon their return to work.
Emphasis on
- What is Negotiation?
- Features of Negotiation
- Why Negotiate?
- Types of Negotiation
- Distributive Vs Integrative Negotiation
- Negotiation Process
- BATNA
- Bargaining Zone Model of Negotiation
- Negotiating Behavior
- Issues in Negotiation
- Third party Negotiations
- How to achieve an Effective Negotiation
- Negotiation Process & Tips
By the end of this Negotiating Skills training course, delegates will:
- Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
- Understand how to make the most effective use of time available for negotiation preparation
- Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
- Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
- See for yourself the factors which make the difference between effective and average negotiator