Negotiation Skills
The course examines different forms of negotiation, and then concentrates on a strategy in which both parties can win. Course objectives: Understand the need for preparation. Appreciate the importance of give and take. Make and obtain concessions. Discover the other side’s strengths and weaknesses. Make deadlines work. Cope with and use psychological pressure. Participants: Those who need to negotiate effectively with colleagues, suppliers and customers.
Course Content
The Process of Negotiation: the value of negotiating; how negotiating differs from selling; when selling stops and negotiating begins.
How to Plan the Strategy: targets – your bottom line and optimum aim; tactics and objectives; planned concessions; the limits of both parties’ power; establishing the climate; pursuing a ‘win-win’ outcome; retaining flexibility.
The Negotiation: understanding the other side’s needs and motivation; interpersonal skills and body language; presenting your case; opening bids and offers; dealing with objections and rejections; how to avoid deadlock or how to make deadlock work for you; give and take – the skills of negotiation; the importance of summarizing; bargaining; dealing with intimidating tactics.
Clinching the Deal: going for commitment; how to close; developing a long-term relationship and preparing the climate for future negotiations.
Telephone Negotiation: voice and personality projection; using silence; controlling the call; how to implement the negotiating process using the telephone.
Action Plan: participants plan and discuss what they will do on return to work.
