Course Outline | Business Management

Communicating Effectively

HOW CAN I COMMUNICATE MORE EFFECTIVELY?


Have you ever wanted to know more about yourself and the people in your life, both in business and personal life? Are you communicating effectively with your peers and teams?



Which of the following best describes you?

  • Are you assertive, quick to make decisions, strong-willed and determined? If so, you are most likely to be a ‘Goal Getter’.
  • Or are you analytical, reserved, perfectionist, interested in the detail? Then you are likely to be an ‘Analyst’.
  • Or if you are a team player, friendly, approachable and patient you are most likely to be a ‘Facilitator’.
  • Or if you are creative, fast-paced, spontaneous and energetic, you are most likely to be an ‘Enthusiast’.


Summary

Details:

Objectives

• Improve relationships in all aspects of working and personal life, leading to improved team working, customer interactions and business results

• Understand your own preferred communication style

• Understand and manage the strengths and danger zones of each of the four styles

• Tips on adapting your style for mutual gain

Duration & Attendees

HALF or FULL DAY


WHO SHOULD ATTEND?

Anybody who communicates as part of their role – sales personnel, all managers, team leaders and customer service teams.


This course should underpin the culture of any progressive organisation, as well as give individuals a better understanding of how to get the best out of all forms of communication.


Number of delegates: up to 12


Some pre-work is required 4 weeks prior to attendance at this workshop.



Agenda

INTRODUCTION


• Workshop and personal Objectives

• The difference between Selling and Negotiation

• What is Negotiation?

• Essential Skills

• Let’s Negotiate – game

• 4 Negotiating Skills


THE 6-STEP NEGOTIATING PROCESS

• Negotiating Model

• Negotiating Strategies

• Positional Bargaining

• Principled Negotiation


PREPARE FOR NEGOTIATION

• What do you need to prepare?

• Prepare Yourself

• Prepare Other Side

• Dealing with Fears and Hot Buttons

• Rules of Negotiation


NEGOTIATION WITH DIFFERENT STYLES

• How to negotiate with the 4 communication styles of the CAFÉ model

• What is your preferred negotiation style


EXCHANGE INFORMATION AND BARGAIN

• Identify Negotiation Elements

• The Language

• Trading Concessions – what?

• Invent Options for Mutual Gain

• Understand BATNA, WATNA, WAP


HANDLE OPPOSITION

• Strategies to bring Opponent from ‘No’ to ‘Yes’

• Strategies for dealing with negative Emotion

• Top 10 Negotiation Tactics

• Dealing with Impasse

• Price Negotiation Tips


CLOSE THE NEGOTIATION

• How to move from Bargaining to Closing

• The Closing Process

• Examples of Different Types of Negotiation

• Questions to ask to close

• Build a Sustainable Agreement


PERSONAL ACTION PLAN

For more on this, or any other course...

call us at 01353 669021 or click contact to book your free consultation.