Ensuring successful outcomes for negotiations is critical in terms of business results – and can be decisive in relationships with customers or the other party. This course uses professional and world-class best practice techniques, to deliver favourable results – every time. Delegates will experience a hands-on workshop - with practical role play exercises and group learning experiences, which helps to ensure the new skills are easy to learn. The process and method used is based on world-class methods used by some of the best negotiators in the world.
What is covered on the course?
- Preparation - researching the negotiation, planning the meeting, identifying the variables and tradeables and establishing your position.
- Expectations - setting the framework & agenda, taking control, building rapport and identifying needs from the other party.
- Testing - probing for issues, areas for negotiation, using open questions, listening skills, empathy with the other party and seeking to understand their position.
- Challenging - exploring ‘if/then’ positions, trading concessions, how to use NLP to influence and persuade others.
- Agreement - clarifying the agreement, recap & summary of discussions, closing the deal, agreeing the actions etc.
- Reviewing - reflect on personal performance, analysing the impact of the agreement and implications, communicating the outcome, reviewing the process used and what happens next!
- Additional topics covered include: Reaching win-win, identifying the shopping list & how to deal with aggressive or difficult buyers/customers.
How will the training & coaching be delivered?
Name of course: |
Duration (days): |
Methodology: |
Negotiation Skills |
2 |
Every delegate will have the opportunity to practice the new skills, using valuable case studies and also using useful exercises to demonstrate the importance of achieving win/win outcomes. Looking at world-class best practice each individual will be applying the new skills into workable outcomes for their customer meetings, practicing negotiation meetings and role play exercises. Discovering what ‘blocks’ or ‘ploys’ might be adopted by the other party in negotiations is also a useful learning outcome, knowing how to deal with these situations will provide greater confidence – even to experienced negotiators. This course has been used by international commercial banks, manufacturers, business service sector, plus world-class leading international food retail businesses. |
The course is designed to ensure all delegates learn from attending the course and benefit from gaining new knowledge or, in some cases, practising and developing new skills from existing awareness.
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Perceptions Coaching – delivering sales results for YOU.