Penerangan

Negotiating With Sharks

Course Duration: 2 Days

Introduction

In today's challenging business environment where everyone takes position, how do you negotiate to get what you want without giving too much of what you have?

Everyone negotiates on a daily basis; childrena and parents, job seekers and managers, customers and sellers, business owners and governments. Beyond the world of buying and selling, people use negotiation for a variety of reasons which includes disputes, conflicts, deadlines, or viewpoints. The people we negotiate with might be better trained in negotiation, or they could be more skillful through their past experiences. So, if we negotiate with people whose intent is simply to win at all cost, usually at our expense, how do we ensure a final agreement that will work for all parties? How do we make sure that the size of our win is as big as it can be?

This intensive, hands-on, activity driven program teaches skills that boost better results through an increased understanding and effective implementation of the negotiation process. It helps sharpen the negotiation skills of even experienced negotiators, empowering you to maximize every negotiation opportunity. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing any negotiation every time.

High Impact Negotiation Skills: Advanced Full Suite focuses on the following areas:

Communication
Influence
Language
Persuasion
Power

Learning Outcomes / Benefits

At the end of this session, participants should be able to:

Develop effective negotiation strategies with key behavioral elements
Discover negotiation techniques that can be used according to the needs and demands of your organization
Employ different tactics in situational negotiations
Identify and negotiate the best outcome possible
Understand and employ the key skills and processes to negotiate successfully

Key Content

Day 1:

Module 1: Overview

Selling vs negotiating
Objection handling vs negotiation
Definition of negotiation
Expectations and challenges
The negotiation process

Module 2: Being Effective In Customer-Centered Negotiation

Applying learning in negotiating with different people
What people say and do and what is important to them
What we do more of when negotiating with others
What we avoid doing when negotiating with others
Revealing our blind spots

Module 3: Key Pillars In Communication

Discovery questioning
6 types of questioning
3 techniques in discovery questioning
Active listening
6 techniques in active listening

Module 4: Planning For Negotiation

3 key objectives
5 Critical Information
Variables
5 Power Factors
Trading Plan

Day 2:

Module 5: The Explore Stage

Understand the context for negotiation
Looking for ZOPA ana NOPA
Developing BATNAs
Listening and questioning
Identify needs and priorities

Module 6: The Propose Stage

Anchoring
Managing expectations
Defining objectives
Breakpoints, Stretch Targets and Great Deals
Move Plan

Module 7: The Counter Stage

Tactics and defense
Making counterproposals
Compromise, Hold and Trade
Using variables
Unlocking values

Module 8: The Agree Stage

Reaching an agreement
Summarizing, confirming and re-confirming
Logical vs acceptable
The Law Of Constant Change

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