详情

Master of Negotiation & Influencing

Course Duration: 2 Days

Introduction

Most people assume that negotiation skills are only for sales experts or a real estate agent. However, negotiation is one of the most crucial skills anyone can learn and if you are able to master it, you can be assured of greater success in every aspect of your work and life. Whether you are a business executive, a salesperson, an entrepreneur, a purchaser or even a politician, negotiation is a skill that enables you to build relationships by finding the real needs of both party through the use of active listening, questioning, integrity, observation and empathy. And as different people has different thoughts and ideas, sometimes being right can be very subjective. Therefore, it is essential that a negotiator understands the techniques to influence the other party as well.

This prgramme is designed for those who are serious in developing these vital skills to negotiate with the colleagues, subordinates, superiors, partners, clients, suppliers and also the devil!

Obejctives

After completing the training, you should be able to:

Develop and use the Negotiation Matrix effectively
Use the Questioning and Listening Techniques effectively during negotiation
Create a win-win situation for future negotiation
Identify the Needs and Wants of the other party
Apply the effective techniques and tactics of negotiation
Identify and apply the 6 Laws of Influencing

Key Contents

Module 1: The 4 STyles in Communication

The Visionary
The Nurturer
The Commander
The Analyzer

Module 2: The 6 Laws of Influencing

Difference between Convincing & Influencing
The Law of Liking - Affinity & Alike
The Law of Authority
The Law of Consistency
The Law of Reciprocal
The Law of Scarcity
The Law Of Social Proof
The Extra Law

Module 3: 6 Golden Principles of A Great Communicator & Negotiator

Planning & Organizing
Far Sighted
Creativity
Questioning & Listening
Emphatizer
''No Means No!''

Module 4: The 10 Most Popular Dirty Tricks Used in Communication & Negotiation

Pre-Conditioning
Body Language & Environment
The Coach
Monkey on the Back
Silent Treatment
Being Boring
Nibbling
Higher Authority
Good Cop Bad Cop
Carved in Stone

Module 5: Need & Wants

Nego Bar
Needs vs. Wants
Case Study on Needs & Wants

Module 6: The Nego Matrix

Outcomes in Negotiation
Focus Area - Price, Datelines, Quality & Deliverables
When Negotiation Starts
Never Down, Always Right
When to Say NO!
Emotional vs. Objective