Objectives
Although people often think of boardrooms, suits, and million pound deals when they hear the word negotiation, the truth is that we negotiate all the time.
Through this Negotiations Skills workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.
Duration & Attendees
1 DAY
Experienced sales people, or team members who have to negotiate in a selling role. This course is aimed at personnel who want to enhance or refresh their existing skills.
This course involves role plays.
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
