Course Objectives

• To provide each delegate with the knowledge and confidence to conduct successful negotiations with skilled buyers and negotiators, without making excessive concessions
• To allow delegates to improve their selling and negotiating skills through a series of enjoyable and highly participative exercises
• To gain a clear understanding of the concept of ‘variables’, and how they can be traded to create value in a negotiation
• To provide delegates with a clear understanding of the techniques and interpersonal skills required to be an effective negotiator
• To focus on weaknesses identified by delegates in their present knowledge of negotiating skills, and address these problems in a constructive and positive manner
• To prepare a development plan for delegates, which identifies their future development objectives in relation to negotiation skills
• A better overall understanding of negotiation, and the techniques and interpersonal skills required to be successful in negotiating
• Knowledge of crucial negotiation tools and strategies
• The opportunity to participate in realistic negotiation exercises, which will help you to understand your strengths and weaknesses as a negotiator
• A development plan that identifies future objectives for helping you to improve your overall negotiation skills

Course outline

• What Is Negotiation?
• How Does Negotiation Differ From Selling?
• The Five Outcomes of A Negotiation
• What Are The Skills And Qualities Needed To Be An Effective Negotiator?
• Identifying Your Current Strengths and Weaknesses As A Negotiator
• What Constitutes a Win In Negotiation?
• Setting Clear Objectives for a Negotiation
• Negotiating Styles
• Introduction to Variables – Why They Are So Important
• The Give: Get Principle
• Compete or Collaborate
• Win: Win Negotiation – The Three Key Rules
• Negotiation Exercise: Identify the Key Variables
• Variables in Your Own Negotiations
• Practical Use of A Planning Matrix For Every Negotiation
• The Importance of Planning, Planning, Planning!
• The Importance of Communication In Negotiation
• Understanding Non-Verbal Communication
• Effective Questioning Techniques
• Listening Skills in Negotiation
• Dealing With Difficult People – Including ‘Low Reactors’
• Preparation Guidelines
• The Climate for Negotiations
• Opening the Negotiation
• The Importance of Adopting The Right Attitude
• The Phases of A Negotiation
• Some Common Negotiation Mistakes and Pitfalls
• Some Rules for Negotiation Team
• Key Points and Negotiation Techniques

Who Should Attend? 

• Account managers, salespeople, managers and other personnel, who need to improve their negotiation skills with other parties.