Synopsis

Most companies invest time and money in training their salespeople and managers to "sell the benefit" which should enable the company to sell their products and services at their best price, achieve the right margins and profitability.  But very often they forget to add the vital skills of how to negotiate the contract, and this is where unseen percentage points can be lost.

Negotiating is not specific to when we are selling, every day we are involved in trying to reach agreements; internally, across departments, in meetings or appraisals, or with suppliers.  This course will provide you with easy to use tools for tough situations including handling conflict.

We also look at all aspects of the bartering process.  We cover the Five Strategies and the Four Phases of negotiating, how to spot "signals" and how to handle intimidation.  Without this knowledge you will be at a disadvantage in front of a trained negotiator.  We also cover the dirty tricks that people play and most important, how to avoid a lose/lose situation.

Your newfound knowledge and skill will directly affect the bottom line.  Whether you are negotiating internally or externally the skills, strategies and tactics we impart will ensure you have an edge to achieve a win/win - if that is your objective.

After five months of going at it eyeball to eyeball, the other guy just blinked - find out why!

Maximum number of delegates - 10

Aims and objectives

Aims

By the end of the programme you will be able to: -
Assess your negotiating effectiveness and work on areas for change, also be able to choose the appropriate strategy for negotiating whilst being alert to intimidation tactics and dirty tricks

Objectives

By the end of the programme you will be able to: -

• List the thirteen verbal behaviours that influence success
      Describe how each behaviour can work positively or negatively
      Identify push and pull negotiating styles
• Use the four phases of negotiating
      Describe each phase
      State the golden rule of negotiating
• List five negotiating strategies and how they relate to handling conflict
      Describe the effect of each style
      Draw the model for the five negotiating strategies
      State the consequences of using a competing style
• Avoid cultural gaffes
      List six possible cultural gaffes that can be made when negotiating with people
      of different religions, countries or cultures
• Plan and formulate a strategy for negotiation
      Write an objective stating your maximum and minimum requirements
      List the plus, plus factors you should consider when planning for negotiating
      State the five elements of a smart objective
• Avoid the ploys used to intimidate
      List ploys used to intimidate consciously and unconsciously
      Describe three dirty tricks that are used in negotiating
  

The knowledge and skills listed above will be tested at the end of the course. 
The pass mark is 80%.

Now book it...