Negotiating skills are more relevant than ever in any environment. It is estimated that we negotiate in almost 75% of our business and personal activities, e.g. negotiating a sale or contract, agreeing to get a piece of work completed by the advertising agency on time, or even arranging a bedtime story for the children.

Gone are the days of a quick ‘win’ at the expense of the other party if you wish to stay in business long-term. However, that doesn’t mean you have to rollover and ‘play dead’ either! The art of keeping everyone happy whilst winning business is a real challenge.

This programme introduces the concept of Negotiating and arriving at ‘Win / Win’ solutions. It will help participants prepare and deliver persuasive and convincing arguments to help achieve their objectives, by analysing the strengths, weaknesses and position of the other party.

 

Contents·

• Selling vs Negotiation

  • what are tradables?

    • identifying yours and the customers tradables and how they are currently used

  • how to use ‘tradables’

    • enhancing perceived value of the tradables

    • don’t give things away – trade them – with the ‘right’ customers

• Effective negotiation

  • aims

  • Hard / Soft / Principled negotiating

  • combative vs collaborative

• Different negotiation styles

  • self awareness

  • uses and dangers of your own personal style

• The process of negotiation

  • defining the issue

  • exploring and seeking mutually beneficial solutions

  • reaching a collaborative solution - ‘Win/Win’

  • concluding and closing

• Recognising a negotiation situation

• Preparing for the negotiation to avoid barriers

  • researching the other party’s position

  • formulating strategy and tactics

• Managing customer behaviours

  • overcoming behavioural barriers

    • dealing with difficult customer behaviours

  • 4 techniques for handling objections

  • resolving conflict

  • what if the customer won’t play ball?

  • developing a BATNA

  • “Negotiation Jujitsu”

 

Format

Two or three days duration, with extensive use of exercises, role-play practice and feedback. For the more extensive programmes, two separate workshops are recommended, approximately two to three weeks apart. This will allow time to practice and consolidate initial skills taught, prior to introducing the more advanced negotiation skills.

Maximum group size: 10

 

Participants

Anybody who needs to negotiate, whether you want to be more persuasive with colleagues or more effective in a sales negotiation.