Mastering Negotiation
Negotiating is something you can practise almost every day and
practise is what it takes to become a competent negotiator. That's why
participating in our two day negotiation skills course involves you in
seven role play and simulation exercises. You will learn proven ways to
maximise your profit while helping the other party feel good about the
result. You will try out ways to get your ideas listened to and improve
your listening skills in the process. On this course find the hidden value
that empowers you to achieve a win/win result. Learn how to transform a
combative opponent into a collaborating friend.
· In the
classroom sessions, we present proven, best practice business-to-business
sales methods and techniques. Then, participants try them out through
exercises, role-plays, and simulations.
· The two-day course
allows for reflection and preparation during the evening of the first day.
Participants have time to assimilate what they learn and use it in
preparation for the more challenging exercises faced on day two.
· Online
access to electronic copies of the course materials and a range of
additional resources provides participants with additional support that
extends the longevity of learning and aids application.
Who Should Attend· Anyone whose effectiveness depends on
his or her negotiation skills
· People responsible for sales,
customer relationships, or contract agreements
· People who
negotiate supplier terms and conditions
Course Objectives
-
Increase profit and customer satisfaction
-
Develop negotiation skills through practise
-
Demonstrate how to deal with combative negotiation behaviour
-
Provide a method to guide preparation for negotiations
-
Study strategies for overcoming negotiation obstacles
Course Contents
Introduction and Definitions - Through discussion we discover
and share perceptions of what negotiation is, and when and how negotiation
takes place.
Deciding Strategy and Style - Through a simulation
involving cars, participants explore combative negotiation and we draw out
the principles that support effective combative negotiation. We contrast
this with collaborative negotiation to emphasise the difference between
the two paradigms.
Tricks and Ruses - Acknowledging that the
other side will often adopt a combative stance, even when it is not in
their best interests, we explain the numerous ploys that a negotiator will
face. Through syndicate discussion, participants work on counters to
selected ploys. Everyone shares their insights and we make sure all the
important methods for handling the difficult ploys are understood.
Fundamentals
- POSE - Using the acronym, we explain how to succeed using a simple
structured approach that guides negotiators through preparation and
exchanges with representatives of the other side.
Win/Win or Win/Lose
- First, a short role-play exercise draws attention to the benefits of
taking account for the other side's win. We explain the necessary win/win
philosophy of business-to-business negotiations. A more serious simulation
allows participants to experiment with Win/Win principles.
Anticipation
Check List - In preparation for a complex role-play, we introduce a
negotiation-planning tool that participants use to prepare for the
exercise.
Persuasion - In this module, we study the principles
of persuasion and learn how to apply them using advanced questioning and
listening techniques.
Negotiation Behaviours - Through a group
role-play and syndicate discussions, participants identify positive and
negative negotiation behaviours.
Making Concessions the Right Way
- In a buyer-seller simulation, we explore the effect of price pressure
and derive the best practice for achieving the optimum result.
Overcoming
Impasse - Participants conduct a simulation based on a real life case
study involving an apparently hopeless negotiation. Participants must use
their creativity to find a solution and keep the negotiation going.
Making
Changes - In this last module, we discuss ways to practise negotiation
in every day situations. Participants review and prioritise the list of
negotiation principles that they have drawn up over the course.
Negotiation
Behaviours
Through a group role-play participants identify typical
negotiation behaviours. We consolidate the list and divide it into helpful
and unhelpful behaviours.
Making Concessions the Right Way
In
this section we examine the roots of pricing pressure and study ways to
resist it. In a multi stage role-play participants learn the right way to
trade concessions.
Anticipation Check List
In preparation for
a complex role-play that draws on all the skills covered, we introduce a
checklist and negotiation planning tool that participants use to prepare
for the exercise.
Overcoming Impasse
We use a real life case
study and simulate the negotiation as a group in order to stimulate
discussion and illustrate methods for keeping apparently hopeless
negotiations on the rails.
Making Changes
In this last module
we remind participants of the range of opportunities to practice
negotiation in every day situations. We also provide an additional tool
for effecting behavioural change after the course.
Arrangements
Ten days before the course, participants gain
access to the course resource directory, via a private area of our web
site. This provides for pre course preparation and helps us to spend more
time in practical exercises during the course.
Applying methods and
principles in a series of negotiation simulations and role-play exercises
proves the principles and provides participants with a chance to use the
tools and practice new skills. Planning templates and situational
assessment tools provide a reliable way of transferring learning to real
negotiations and sales situations.
Mastering Negotiation is fun,
challenging, and effective in helping people achieve more satisfying and
profitable agreements for both sides. We guarantee an enjoyable two days
that leaves participants with a new confidence in their ability to conduct
successful negotiations.
