Why attend?

Like it or not, in today’s increasingly competitive markets negotiation is part of everyday life. It can be difficult to maintain a balance between the relationship and forging a good deal. Our negotiation techniques have been tried and tested. They can be used in a wide variety of business situations and are aimed at ensuring you increase your profits and achieve the desired result. We will show you how to become a better negotiator to achieve great results.

Who is it for?

This course is designed for buyers and purchasers, sales people, relationship managers and anyone who negotiates will benefit from attending.

Benefits

• Learn how to use our systematic approach to negotiating and achieve a win-win
• Acquire a solid set of planning skills
• Enhance your communication and influencing skills
• Learn new strategies and tactics for overcoming conflict and handling objections
• Obtain an inventory of tactics to draw upon and a toolbox of things that can be traded
• Receive detailed feedback on your negotiation style
• Increase your confidence to negotiate

What you will learn

What is negotiation

• Defining effective negotiation – it’s about dialogue
• A five-stage systematic approach to negotiation
• The seven principles of negotiation and understanding the negotiable range

Preparing for a negotiation – Strategy

• What to consider when planning strategies from an individual and team perspective
• Being clear about objectives, researching the other party and considering their likely position
• Developing bargaining parameters and identifying a fall-back position – BATNA

Core negotiation skills

• Building rapport and getting off to a good start
• How to keep going when the going gets tough
• Drawing out needs and identifying tradeables

Conducting the negotiation

• Reading the other party and adapting accordingly
• How to control the process and analyse strengths and weaknesses

Closing successfully

• The value of concessions and when to make them
• Closing successfully & putting the outcome in writing

Dealing with objections

• Identify and deal with potential stumbling blocks
• Why negotiations sometimes break down and how to avoid it happening

Personal insight, practice and working in teams

• How personal attitudes negatively impact success
• Practice and receive feedback on your skills
• Team negotiations