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Find the overlap, bridge the gap. Turn a negotiation into a collaboration that benefits both sides.
Online free Pre Course Assessment
(Requires user login - free
registration here)
To request the paper assessment
form email
customerservice@salessense.co.uk.
Negotiating is something you can practise almost every day and practise is what it takes to become a competent negotiator. That’s why participating in our two day negotiation skills course involves you in seven role play and simulation exercises. You will learn proven ways to maximise your profit while helping the other party feel good about the result. You will try out ways to get your ideas listened to and improve your listening skills in the process. On this course find the hidden value that empowers you to achieve a win/win result. Learn how to transform a combative opponent into a collaborating friend.
Who Should Attend
Anyone whose effectiveness depends on
his or her negotiation skills will benefit from participation. In
particular, people responsible for customer agreements, and all those who
negotiate supplier terms and conditions. Join this interactive two-day
course to advance your negotiation skills and maximise your profit
potential.
- Increase profit and customer satisfaction
- Develop negotiation skills through practise
- Demonstrate how to deal with combative negotiation behaviour
- Provide a method to guide preparation for negotiations
- Study strategies for overcoming negotiation obstacles
Introduction and Definitions - Through discussion we discover and share perceptions of what negotiation is, and when and how negotiation takes place.
Deciding Strategy and Style - Through a simulation involving cars, participants explore combative negotiation and we draw out the principles that support effective combative negotiation. We contrast this with collaborative negotiation to emphasise the difference between the two paradigms.
Tricks and Ruses - Acknowledging that the other side will often adopt a combative stance, even when it is not in their best interests, we explain the numerous ploys that a negotiator will face. Through syndicate discussion, participants work on counters to selected ploys. Everyone shares their insights and we make sure all the important methods for handling the difficult ploys are understood.
Fundamentals - POSE - Using the acronym, we explain how to succeed using a simple structured approach that guides negotiators through preparation and exchanges with representatives of the other side.
Win/Win or Win/Lose - First, a short role-play exercise draws attention to the benefits of taking account for the other side’s win. We explain the necessary win/win philosophy of business-to-business negotiations. A more serious simulation allows participants to experiment with Win/Win principles.
Anticipation Check List - In preparation for a complex role-play, we introduce a negotiation-planning tool that participants use to prepare for the exercise.
Persuasion - In this module, we study the principles of persuasion and learn how to apply them using advanced questioning and listening techniques.
Negotiation Behaviours - Through a group role-play and syndicate discussions, participants identify positive and negative negotiation behaviours.
Making Concessions the Right Way - In a buyer-seller simulation, we explore the effect of price pressure and derive the best practice for achieving the optimum result.
Overcoming Impasse - Participants conduct a simulation based on a real life case study involving an apparently hopeless negotiation. Participants must use their creativity to find a solution and keep the negotiation going.
Making Changes - In this last module, we discuss ways to practise negotiation in every day situations. Participants review and prioritise the list of negotiation principles that they have drawn up over the course.
Negotiation Behaviours
Through a group role-play participants identify typical negotiation
behaviours. We consolidate the list and divide it into helpful and
unhelpful behaviours.
Making Concessions the Right Way
In this section we examine the roots of pricing pressure and study
ways to resist it. In a multi stage role-play participants learn the right
way to trade concessions.
Anticipation Check List
In preparation for a complex role-play that draws on all the skills
covered, we introduce a checklist and negotiation planning tool that
participants use to prepare for the exercise.
Overcoming Impasse
We use a real life case study and simulate the negotiation as a group
in order to stimulate discussion and illustrate methods for keeping
apparently hopeless negotiations on the rails.
Making Changes
In this last module we remind participants of the range of
opportunities to practice negotiation in every day situations. We also
provide an additional tool for effecting behavioural change after the
course.
Arrangements
Ten days before the
course, participants gain access to the course resource directory, via a private
area of our web site. This provides for pre course preparation and helps us to
spend more time in practical exercises during the course.
Applying methods and principles in a series of negotiation simulations and role-play exercises proves the principles and provides participants with a chance to use the tools and practice new skills. Planning templates and situational assessment tools provide a reliable way of transferring learning to real negotiations and sales situations.
Mastering Negotiation is fun, challenging, and effective in helping people achieve more satisfying and profitable agreements for both sides. We guarantee an enjoyable two days that leaves participants with a new confidence in their ability to conduct successful negotiations.
