Description

High Impact Negotiation Skills (Advanced) 

Course Duration: 2 Days

Introduction

In today's challenging business environment where everyone takes a position, how do you negotiate to get what you want without giving too much of what you have?
Everyone negotiates on a daily basis: children 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 include 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 costs, 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 elemnts
• Disocveer negotiation techniques that can be used accoring 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: Preparation

• Stages of negotiation
• 3 key objectives
• ZOPA and NOPA
• The 5 Critical Information
• Managing perspectives

Module 3: Variables

• Definition of variables
• Our Get and Give variables
• DDefining values
• Identifying customer get variables
• Prioritizing tradeable variables

Module 4: Power In Negotiation

• Assessing power
• 5 Power Factors
• Negotiation planning tools
• Creating width
• Using a Move Plan to provide depth

Day 2:
Module 5: Explore And Propose

• Principles of Influence
• Discovery questioning techniques
• Active listening techniques
• Finding ZOPA
• Anchoring and managing expectations

Module 6: Language

• Reframing
• The I: You ratio
• Phrases and words to use
• Phrases and words to avoid
• Presence and non-verbal cues

Module 7: Counter

• Buyer tactics
• Neutralizing techniques
• Countering tactics with seller defense
• The 3F
• Offensive defensive

Module 8: Agree

• Law of inertia change and how to overcome it
• Summarize and confirm
• GEAR execution
• Consolidation
• Coaching wisdom

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