Negotiation Skills For Managers

Overview

Today, managers face increasing levels of complexity in negotiation with either trading partners, suppliers or colleagues. This two-day programme has been designed to help managers evaluate and improve their negotiation performance through a constructive and confident win/win approach.

Who should attend

Managers who are involved in different negotiation situations either with customers, suppliers or colleagues, internally or externally.

Course objectives

By the end of this practical two-day course, you will be able to:

> Understand the principles and logic of negotiation for managers

> Evaluate your current negotiation style

> Use the most appropriate strategies and tactics

> Identify the 4 key interpersonal attitudes for successful negotiation

> Master the ten steps to success in negotiation meetings

> Deal with conflict and difficult people

Course content

Evaluate your Current Negotiation Style

> Identifying your strengths and weaknesses, successes and failures

> Understanding the different negotiation scenarios

The 4 Key Interpersonal Attitudes for Successful Negotiation

1. Asking: the art asking the client the right questions

2. Listening: identifying positive signals and acting consequently

3. Silence: listening attentively without interrupting

4. Body language: showing your emotions through your body

The 10 Steps Towards Successful Negotiation in Meetings

1. Preparing: making plans and understanding the context to adapt your strategy

2. Building the relationship with your client: understanding the psychological

interactions between the buyer and the seller

3. Personalising the relationship: adapting your language and body language

4. Discovering your client's needs: asking and listening

5. Presenting your product/service: building commitment progressively

6. Bargaining effectively: using fall back positions to your advantage

7. Handling objections: identifying the real objections and overcoming the most common ones with a range of techniques

8. Sealing the deal: helping the client succeed

9. Closing successfully: guaranteeing buy-in

10.Writing an excellent proposal inspired by the meeting

Develop Assertive Communication

> Analysing your personal communication style

> Adapting your communication to the context

> Gaining cooperation from others and using positive language

Dealing with Conflict and Difficult People

> Identifying problems

> Understanding and coping with aggressive behaviour

> Managing stress and dealing with your emotions

> Making concessions to get something in return