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Negotiation Skills

Negotiation Skills Training Course Summary

Customer focused service is key to Strengthening and growing relationships which leads to winning a new business.This course teaches the delegates the art of negotiation. It covers core principles of negotiation in a variety of situations such as business to business negotiations, sales negotiations, product presentations, office negotiations, etc. It is packed with step-by-step guides, exercises, role plays and case studies that help participants to quickly understand and apply effective Negotiation Skills.

Negotiation Skills Training Course Objectives

  • Understand the underlying principles of negotiation to get the best outcome
  • Use a negotiation strategy that moves closer to a win/win outcome
  • Prepare for negotiation by following a step-by-step approach while setting critical limits
  • Use a set of psychological tactics to explore the other side’s motives and learn how to respond to tactics used by them
  • Derive specific values based on negotiation variables and use them to bargain systematically over the settlement range
  • Finalise the outcome of your negotiation to get exactly what you have asked for

 

Negotiation Skills Training Course Outline

Introduction to Negotiation

  • Why do you need to negotiate?
  • Types of negotiations
  • Characteristics of a confident negotiator
  • Steps in negotiating effectively
  • Difference between negotiation and persuasion

Negotiation Strategy

  • What outcome should you aim for?
  • How to perform Outcome Analysis
  • The best negotiation strategy
  • Understand Principled negotiation
  • Strategies to take the upper hand in negotiations
  • Strategies to move the negotiation forward when it is getting stuck

How to Negotiate

  • 8-Step negotiation preparation guide
  • Set your selling or buying limits systematically
  • Manage your Settlement Range
  • Close a negotiation successfully
  • Manage concessions when you give or receive them
  • How to break deadlocks

Emotions in Negotiations

  • Handle negotiations emotionally
  • Bargain effectively
  • Take advantage of human emotional reaction and use that to your benefit
  • Taking advantage of body language
  • Expressing disagreement while maintaining the relationship

Handling Psychological Tactics in Negotiations

  • Psychological tactics used in negotiations and how to respond to them
  • How to handle an angry negotiator
  • Responding to shock tactics
  • Big up your side of the negotiation and bring down theirs
  • Handle a demanding negotiator

Who can benefit from this course

  • Sales & Marketing Professionals
  • Office Administrators
  • Procurement Professionals

Coporate Clients

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