Powerful Negotiations

Powerful Negotiations

How do you ensure that business written is at the best possible margin with the most favourable terms and conditions that the client is prepared to offer? In addition how do you protect the relationship with the client throughout the negotiation process positioning you to build long term mutually profitable relationships?

Key Deliverables / Outcomes:

• A proven formula to position your people to confidently enter any client negotiation.
• A toolkit containing the most appropriate tactics to match the individual client in your business sector.
• Confidence to ensure that future negotiations are never only price or product focused.

Summary Agenda:

• This module is based on real life case studies
• 'Selection Criteria' from the inside out - what is the client looking for
• Definition of a Successful Negotiator
• Traditional Negotiation Roles & Pitfalls
• The key to establishing a Win-Win outcomes
• The 4 Phases of Principled Negotiation (from the Harvard University Programme)
• Interests not Positions - looking at what is driving the position of the client.
• Group Brainstorm - Options for Mutual Gain and Li-Lo's
• BATNA - What it is and why you must have one
• Knowing when to walk away
• The Negotiations Checklist.

Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.