Successful Negotiation Skills
Course duration – 2 days
“Influencing to win”
Business scenario
When it comes to negotiation, everyone wants to win. With the right preparation, skills and strategy you can. This course shows how a firm, structured approach to negotiations yields more ‘win-win’ outcomes.
Who will benefit?
Sales people, buyers, service providers or individuals in a customer facing position. It is also aimed at those looking to boost their confidence and achieve successful outcomes when negotiating with suppliers, clients or colleagues.
Course objectives
By the end of the course, delegates will be able to get:
- Recognise and apply the skills and strategies of successful negotiators
- Work with a ‘5 stage approach’
- Create ‘win win’ outcomes
- Choose the right tactics for the right situation
- Identify your own negotiating style and know how to use it effectively
- Bring negotiation to an end
Course content
- Explore the main factors of successful negotiation: stages of negotiation, planning the negotiation, styles of influence
- Undertake short negotiation exercises and receive constructive feedback from the trainer
- Know when to push, and when to pull, depending on the circumstances
- Determine the variables and concessions for beneficial needs and currency analysis
- Use currencies to establish a higher base price
- Open the negotiation and set the right questions: How high? How firm? How soon?
- Understand the power balance: know each party’s inter-dependence on the other
Course features
You will be given opportunities to try out ideas and skills in situations that can prove you as a successful negotiator. By practising the key stages of the negotiation process, you will identify the defining moments where choosing the right strategy can make all the difference.
