Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 ESSENTIAL NEGOTIATION SKILLS The ability to negotiate effectively is a key skill which drives all sales and commercial transactions. This two day blended programme guides new and inexperienced negotiators through the negotiating process, builds underpinning knowledge and understanding, introduces the fundamental skills and techniques of negotiating, and begins the practical application of learning for transfer into the workplace..

Who should attend?

• External and internal customer facing staff who have responsibility for negotiating business contracts and/or managing business relationships
• Sales, commercial and all other functions where there is a need to understand the framework and preparation required to achieve consistently good result from negotiations.

Objectives

By the end of the course participants will be able to:

• build a negotiation plan for two upcoming important negotiations
• recognise and combat the tricks played by win-lose negotiators
• create a foundation level Value Proposition for their negotiation position which will allow them to deploy the persuasive arguments in defence of their offer
• recognise how to progress through the 5 stages of the actual negotiation including the ability to gain commitment from the other party
• develop a personal list of release-able concessions and a plan of their value to the other party
• plan a negotiation strategy and give themselves “headroom” to achieve the desired outcomes.

Programme Content

Building a Value Proposition for your negotiation

• Features – Advantages – Benefits matrix: the persuasive element of your argument
• the SPICES model – understanding personal motivation contained within decision making

Communication and persuasion tools

• verbal questioning techniques:
• understanding your negotiators needs, motivators, drivers, requirements
• different questions for different responses
• value building
• 10 persuasive techniques to increase your ability to build agreement during the negotiation
• sources of power within the negotiation
• communicating across various media – telephone, e-mail and face to face

Objectives and stages of a negotiation

• ‘win-win’ definition and benefits
• building relationships from your negotiations
• identifying the key issues for both sides
• the basics of the 5 Golden Rules framework for successful negotiations

Preparing for a negotiation

• understanding the history of the situation
• identifying SMART objectives
• concessions and counterparts - key arguments based on the motivation of the person involved
• the difference between assertive and aggressive behaviours
• assertive phrases