Improving your negotiating skills will enable you to succeed professionally. Sales personnel will be able to negotiate with clients for win-win benefits, managers will be able to negotiate increased output from their teams and people who struggle to resolve issues during every day negotiations will learn how to be more assertive in getting their point across.
NEGOTIATION SKILLS PROGRAM
“CLOSING THE DEAL”
“In business, you don't get what you deserve, you get what you negotiate.”
Chester L. Karrass:
Program Overview
Negotiation is something that we do all the time and is not only used for business purposes.
Effective negotiation helps us to resolve situations where the things we want conflicts with what someone else wants. The aim of good negotiation is to find a solution that is acceptable to all parties, and leaves all parties feeling that they've won, in some way, after the event.
Improving your negotiating skills will enable you to succeed professionally. Sales personnel will be able to negotiate with clients for win-win benefits, managers will be able to negotiate increased output from their teams and people who struggle to resolve issues during every day negotiations will learn how to be more assertive in getting their point across.
During this new Negotiating Skills program, “CLOSING THE DEAL” participants will learn how their individual negotiating techniques can be improved and enhanced to build more successful long-term relationships. The training is based around real-world negotiating situations. Role play and skills practice sessions feature heavily with one-on-one feedback and coaching to improve negotiation skills.
Program Objectives
On completion of the program, participants will understand what successful negotiation is all about and be able to apply proven techniques to manage the negotiation process. They will be able to "think on our feet", learn how to disarm argumentative situations and deal with difficult negotiators, they will gain the confidence to aim high and learn how to get the best from every negotiation without damaging relationships.
Participants will also learn how to focus on the process and understand different tactics to apply during negotiation and how to identify and manage different styles of negotiation (e.g.; competing, accommodating. avoiding, collaborating, compromising).
Negotiating is not a battle, nor is it merely a discussion or a series of compromises. Negotiating is a means to achieving collaborative goals and having the right skills can make the difference.
Who Should Attend?
Highly recommended program for managers, sales personnel, procurement staff, customer service officers or any one else that needs to negotiate well to succeed...
Course Outline
Understanding Negotiation
· What is negotiation
· Areas of negotiation
· Negotiation principles
· Strategies for analyzing and preparing for negotiations
· Managing the negotiation process
· Understanding different negotiation methods
Presentation Skills
· Presentation skills
· Preparing for negotiation
· Making the approach
· Controlling negotiation
· Power and confidence
Negotiation Techniques
· Using various strategies and tactics of negotiation
· Identifying and overcoming negotiating traps
· Enhance your power in the negotiation process
· Deal with different types of negotiators
· How to ask powerful questions and avoid answering questions
· Negotiating cultures and differences
· How to successfully negotiate purchases, sales and contracts
· Key account negotiation
Practical Skills
· Practice negotiation skills through real-life role-plays
· Receive feedback on your negotiation skills
· Learn how to reach constructive, win-win agreements
· Learn how to ‘close the deal’
Duration
2 (two) days