Negotiation Skills
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Description and objective: By recognising when a negotiation situation is relevant, they will be able to choose the appropriate negotiation style for them and for their client. The aim of this one or two-day workshop is to leave everybody clear on what is truly a win-win situation.
OBJECTIVES
To assist participants to acquire skills and confidence to:
- Recognise when and how to negotiate, preventing them conceding unnecessarily
- Keep profits to a maximum
- Achieve a win-win situation
- Maintain long term business relationships
BRIEF CONTENT
- Challenges and expectations – Group discussion on the challenges they experience when faced with a potential negotiation
- What is negotiation – and what it is not. It is important to recognise exactly what is meant by negotiation so that people know how to be effective. This is carried out by discussion and exercises
- Joint problem solving
- Deadlock
- Submission:
All areas which are not negotiation, but important to recognise what they are and prevent if relevant. Again this will be done through group discussion and exercise
- When to negotiate – most of us jump into negotiations when it isn’t always appropriate. Many customers are trained to get the “best deal”. So we need to establish what is meant by this and challenge it
- Refresher on handling objections – having established that a client is trying to negotiate when we are not prepared to, the objection handling sequence will help us to not negotiate unnecessarily
- Role-play – to practice recognising whether to negotiate or not
- Factors for negotiation – the only 3 factors which are to be negotiated are – price, offerings & terms and conditions.
- Negotiation alternatives – there are a number of alternatives on how to negotiate and these will produce differing results depending on what the desired outcome is.
- Establish a walk away point – knowing this in advance of a negotiation will prevent potentially huge losses.
- Preparation for negotiation – a tactical check list to ensure all relevant information is at hand
- What is your natural negotiation style? And how you can be more assertive
- Role-play – to practice all skills learned to ensure confidence is increased when negotiating
Contact Partners in Business
| Phone | 01923835981 When calling be sure to mention Training Pages
| Fax | 01923840780 |
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