Negotiation

Benefits

• Maximise value & profit margins
• Expand the total business relationship
• Greater confidence in negotiations
• Avoid discounting
• Improved confidence when negotiating
• Additional repeat business
• More profitable business
• More visible market presence

Contents

• Transaction Management
• Selling vs Negotiation
• Self Management
• Win/Win Outcomes
• Communication Skills
• The Negotiation Model
• Opening Tactics
• Making Proposals
• Alternative Options
• Trading Variables
• Bargaining
• Achieving Agreement
• Finalising

The purpose of this seminar is for participants to learn how to achieve best outcomes for both parties through a balanced program of knowledge and skills and by developing win/win style negotiating techniques in sales and business transactions both internally and externally to an organisation.

"This has given me tools to effectively conduct negotiations. I look at them in a much more positive and win/win way. It has given me increased confidence in my ability to be a successful negotiator."
Sales & Marketing Manager, Color Communications

Learning Outcomes

Understand the process of reciprocity and determining different types of transactions.

Clearly define the difference between sales and negotiation.

Positively modify attitudes and emotional control.

Recognise the six possible outcomes in negotiating.

Understand the process of learning from experience and apply it consciously.

Apply the full range of negotiating skills as staff and their negotiating partners face an increasing pace of change.

Identify the key negotiating phases and demonstrate the skills to complete each phase in a negotiation.

Clarify the preparation stages for win/win negotiation.

Agenda

Over the three-days, you'll cover:

Introduction
Understand where you are now and what the course will cover

• What negotiation is
  
• Your personal objectives for the course

Principles of negotiation
Understand the main concepts involved in negotiating and think about where negotiating fits into your role

• Why we enter negotiations
  
• Differences between selling and negotiating
  
• How outcomes are affected by attitudes and behaviours
  
• Achieving a win/win outcome
  
• The importance of trust
  
• Dealing with competitive negotiations
  
• The two components of a win – material and emotional

The win/win negotiation model
Become familiar with the win/win negotiation model and the negotiation planner

• The win/win negotiation model phases
  
• Researching the situation
  
• Thinking through your objectives
  
• Building and inspiring trust
  
• Tactics versus trust
  
• Exploring your differing needs and alternative solutions
  
• Creating tension for change
  
• Evaluating an offer
  
• Value versus cost
  
• Getting the deal

Self-management
Start thinking about your own style when negotiating

• Reinforce the importance of attitudes, communication and listening
  
• Revealing your negotiation habits with the Self Analysis Inventory
  
• Avoiding impulse behaviours during negotiation
  
• The power of attitudes and how you can change them
  
• Being an effective communicator
  
• Show that you’re listening by asking questions, clarifying and summarising
  
• Reading non-verbal cues

Discussion and agreement
Discuss the final phases of the negotiation process and practice these phases

• Avoiding common negotiation traps
  
• Using persuasion to your advantage
  
• Assessing your level of power in the negotiation
  
• Creatively working towards a solution that works for both parties
  
• How your beliefs about negotiation can affect the outcome
  
• Recognising attitudes when communicating
  
• Better bargaining techniques
  
• Win/win negotiation in ten steps