Negotiating To Win

Overview

This course aims to improve the negotiation skills relevant to taking on new business or renegotiating a contract to ensure your consultancy ends up with the best terms.

Who should attend

This course is designed for consultancy directors and in-house managers responsible for making deals with suppliers and clients, who need to develop their skills of negotiation.

Course objectives

By the end of this highly practical course you will:

> Understand the principles of negotiation and how to apply the five phases model

> Prepare and develop the skills pertinent to the process

> Develop a process to inform the internal teams of the results of successful negotiation

> Strengthen client relationships

Course content

Exploring Negotiation

> Identifying the major principles of negotiation

> The place for negotiation in business planning

> Introducing the five phase model

Preparing to Negotiate

> Understanding the principle of exchange

> Choosing the appropriate influencing position

> Assessing the opposition

> Creating the right atmosphere

> Tactics for Negotiation meetings

Conducting a Negotiation

> Judging the mood

> Understanding body language

> Turbo-charged listening

> Resolving conflict

Closing a Negotiation

> Trading positions

> Choosing how to close

> Moving to a close

> Implementing decisions