Course Overview

This Negotiation training course describes a range of successful negotiating techniques and explains how you can use them to help you achieve your key objectives. Buyers and sellers at the forefront of the commercial relationship and managers negotiating internally, all face increasing pressure to achieve more. The training program outline is up to date and pertinent to marketplace requirements, thus catering well to all analytical prediction of training needs in the specified area. A customised proposal can also be arranged, to suit the training requirement of your team.

Who Should Attend?

Sales staff, account managers and general managers that find themselves struggling to get the deal done on their terms.

Program Outline

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
  • 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 summarising
  • 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

Program Objectives

By the End of this negotiation coaching course, delegates will:
  • Have the data and tools necessary to be ready to conduct any negotiation as a competitive and cooperative negotiation
  • Understand the way to create the foremost effective use of your time obtainable for negotiation preparation
  • Appreciate the advantages of a good vary of persuasion techniques that area unit effective in industrial negotiations
  • Be attentive to the foremost ordinarily used tricks, traps and ploys utilized in negotiation and, additional significantly, the way to take care of them
  • See for yourself the factors that create the distinction between effective and average negotiators

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