Customer focused service is key to Strengthening and growing relationships which leads to winning a new course teaches the delegates the art of negotiation. It covers core principles of negotiation in a variety of situations such as business to business negotiations, sales negotiations, product presentations, office negotiations, etc. It is packed with step-by-step guides, exercises, role plays and case studies that help participants to quickly understand and apply effective Negotiation Skills.
 

Course Objectives
✓ Understand the underlying principles of negotiation to get the best outcome. Use a negotiation strategy that moves closer to a win/win outcome.
✓ Prepare for negotiation by following a step-by-step approach while setting critical limits
✓ Use a set of psychological tactics to explore the other side's motives and learn how to respond to tactics used by them
✓ Derive specific values based on negotiation variables and use them to bargain systematically over the settlement range
✓ Finalise the outcome of your negotiation to get exactly what you have asked for
 

Course Outline
 Introduction to Negotiation
✓ Why do you need to negotiate?
✓ Types of negotiations
✓ Characteristics of a confident negotiator
✓ Steps in negotiating effectively
✓ Difference between negotiation and persuasion
 

Negotiation Strategy
✓ What outcome should you aim for?
✓ How to perform Outcome Analysis
✓ The best negotiation strategy
✓ Understand Principled negotiation
✓ Strategies to take the upper hand in negotiations
✓ Strategies to move the negotiation forward when it is getting stuck
 

How to Negotiate
✓ 8-Step negotiation preparation guide
✓ Set your selling or buying limits systematically
✓ Manage your Settlement Range
✓ Close a negotiation successfully
✓ Manage concessions when you give or receive them
✓ How to break deadlocks
 

Emotions in Negotiations
✓ Handle negotiations emotionally
✓ Bargain effectively
✓ Take advantage of human emotional reaction and use that to your benefit
✓ Taking advantage of body language
✓ Expressing disagreement while maintaining the relationship
 

Handling Psychological Tactics in Negotiations
✓ Psychological tactics used in negotiations and how to respond to them
✓ How to handle an angry negotiator
✓ Responding to shock tactics
✓ Big up your side of the negotiation and bring down theirs
✓ Handle a demanding negotiator