Negotiation Skills
Have you ever failed to win the business, and not known why?Are there some clients you can't seem to see eye-to-eye with or persuade effectively?
Negotiation @ Work will enable you to influence subtly and respectfully so clients will enjoy giving you more business and colleagues move forward with greater levels of cooperation.
Top negotiators possess enhanced people skills. Learn how professional negotiators create instant and lasting trust and rapport on multiple levels.
The best negotiators are always focused, calm and confident throughout their negotiations.
Tell us honestly: are you? Learn how they manage their emotional state no matter the circumstance.
Workshop Outcomes:
- Know how to prepare for and plan an effective negotiation.
- Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
- See for yourself the factors which make the difference between effective and average negotiators
- Create and maintain high levels of trust building rapport on a multitude of levels.
- Discover how to use your client's buying strategy to satisfy them completely.
- Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
- Get onto your clients wavelength and use language to influence.
- Control the negotiation and keep it moving forwards.
- Understand body language to know how to vary your approach.
- Enjoy shorter negotiations and become trusted with more sensitive information.
- Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
- The misconceptions about the negotiation process
- What do you think makes a good negotiator?
- Identifying your personal negotiation style(s)
- Understanding the selling, closing and negotiation process
- What is a WIN/WIN philosophy?
- The three key principles of aim, predict and test
- Finding your hidden assumptions, anticipating theirs
- Identifying the important issues and objectives
- Establishing the values and ground rules
- Working out maximum and minimum positions
- Finding common interests
- Using account planning to inform the negotiation
- Developing asymmetrical variables to
- Improving the climate and rapport
- Using an agenda to keep control and being patient
- Using the location and "Time Out" options to maximum advantage
- Using Body language, NLP and Emotional Intelligence to best advantage
- Clarifying issues and objectives
- Using our listening and cushioning skills
- Developing questioning skills
- Developing and using phrases in their self interest
- Reading Non-verbal Communications
- Loaded words and hypnotic language
- Type of room, type of table and seating arrangements
- Checking intent before content
- Asking problem solving questions
- Trading asymmetries
- Special Tactics and Counters
- Making one agreement lead into the next
- The psychology of give and take
- The understanding of other people's feelings and egos
- Asking for the next step
- Iffy requests and promises
- Answering concerns
- Concluding a negotiation successfully without giving the profit away
- Ensuring final agreement has been reached and it gets implemented
- "Several managers telephoned after the event to say that they felt this was some of the highest quality training they had ever received." - Claire Watson, Training and Development Manager, Sun Life
- "The Negotiation Skills programmes you are running with us create their own wait list, such is the strength of the referrals from current delegates and we would now like to extend the work you do with us to other areas of management training." - Chuck Richalski, HR Vice President Apparel Europe, Sara Lee Courtaulds
- "Brilliant personality, an expert in the field of interpersonal communication, this programme will definitely help you." - Dain Gomes, Managing Director MAS Holdings, Sri Lanka
