Negotiation Skill Training
As more customers are trained in negotiation, we need special skills to protect and increase profits while building relationships. Negotiation increasingly involves teams and may need more than one meeting to reach agreement. Such issues require even greater skills.
Overview
As competition increases, the frequencies of negotiations increase. In most industry sectors negotiation is an expected part of the purchasing process. Many senior customer personnel get more practise in negotiations skills than most supplier personnel. This means their skills develop at a faster pace. Often the customer facing personnel must negotiate internally as well as externally.
Many customer personnel are trained in win-lose negotiation tactics. This means an even higher level of skill is required by supplier personnel to ensure a win-win outcome. The different between profit and loss on a deal often lies in the detail. Minor clauses negotiated have given rise to suppliers having major problems.
Negotiation Skill Training is a practical and intensive course where participants are given the key techniques and skills required.
Who Should Attend
Anyone involved in negotiations, also experienced negotiators who want to refresh and improve their skills.
1 Day: Short Negotiation Skill Training Course
Negotiation Skill Training - Objectives
Participants will learn:
the underlying principles and how to recognise when the sales process has moved towards negotiation
how key activities before the negotiation can help to ensure success - 'Many poor negotiations failed before the meeting'
how to open the negotiation and the key elements required to prevent problems and help to ensure success
how to handle requests and trade concessions in a way that ensures maximum profitability
how to avoid the pitfalls and handle difficult situations
the key factors in the post-meeting review.
Negotiation Skill Training - Outline
Negotiation Factors
What is negotiation?
Alternatives to negotiation
Recognising when the other person is moving into negotiation
Profiling And Preparation
Profiling the account
Profiling the other negotiator(s)
Defining the aims/parameters
Setting the scene
Preparing for 'trading'
Opening The Negotiation
Creating the right atmosphere
Agreeing the agenda/time
Preventing later ploys
Obtaining full information about requests
Reaching Agreement
Handling requests
Trading concessions
Avoiding pitfalls
Concluding the meeting
Tests to check the quality of the agreement
How to say 'no' and build relationships
Winning words
Rescuing a failing negotiation
Handling emotion
Post-Meeting Review
Updating records
Preparing for the next negotiation
