Mastering Negotiation - Public Training Course

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Mastering Negotiation Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups
Win more orders, keep more profit and increase customer satisfaction through more effective negotiation habits.
Online free Pre Course Assessment (Requires user login - free registration here) To request the paper assessment form email customerservice@salessense.co.uk. Negotiating is something you can practise almost every day and practise is what it takes to become a competent negotiator. That’s why participating in our two day negotiation skills course involves you in seven role play and simulation exercises. You will learn proven ways to maximise your profit while helping the other party feel good about the result. You will try out ways to get your ideas listened to and improve your listening skills in the process. On this course find the hidden value that empowers you to achieve a win/win result. Learn how to transform a combative opponent into a collaborating friend. · In the classroom sessions, we present proven, best practice business-to-business sales methods and techniques. Then, participants try them out through exercises, role-plays, and simulations. · The two-day course allows for reflection and preparation during the evening of the first day. Participants have time to assimilate what they learn and use it in preparation for the more challenging exercises faced on day two. · Online access to electronic copies of the course materials and a range of additional resources provides participants with additional support that extends the longevity of learning and aids application. Who Should Attend · Anyone whose effectiveness depends on his or her negotiation skills · People responsible for sales, customer relationships, or contract agreements · People who negotiate supplier terms and conditions Course Objectives Increase profit and customer satisfaction Develop negotiation skills through practise Demonstrate how to deal with combative negotiation behaviour Provide a method to guide preparation for negotiations Study strategies for overcoming negotiation obstacles Course Contents Introduction and Definitions - Through discussion we discover and share perceptions of what negotiation is, and when and how negotiation takes place. Deciding Strategy and Style - Through a simulation involving cars, participants explore combative negotiation and we draw out the principles that support effective combative negotiation. We contrast this with collaborative negotiation to emphasise the difference between the two paradigms. Tricks and Ruses - Acknowledging that the other side will often adopt a combative stance, even when it is not in their best interests, we explain the numerous ploys that a negotiator will face. Through syndicate discussion, participants work on counters to selected ploys. Everyone shares their insights and we make sure all the important methods for handling the difficult ploys are understood. Fundamentals - POSE - Using the acronym, we explain how to succeed using a simple structured approach that guides negotiators through preparation and exchanges with representatives of the other side. Win/Win or Win/Lose - First, a short role-play exercise draws attention to the benefits of taking account for the other side’s win. We explain the necessary win/win philosophy of business-to-business negotiations. A more serious simulation allows participants to experiment with Win/Win principles. Anticipation Check List - In preparation for a complex role-play, we introduce a negotiation-planning tool that participants use to prepare for the exercise. Persuasion - In this module, we study the principles of persuasion and learn how to apply them using advanced questioning and listening techniques. Negotiation Behaviours - Through a group role-play and syndicate discussions, participants identify positive and negative negotiation behaviours. Making Concessions the Right Way - In a buyer-seller simulation, we explore the effect of price pressure and derive the best practice for achieving the optimum result. Overcoming Impasse - Participants conduct a simulation based on a real life case study involving an apparently hopeless negotiation. Participants must use their creativity to find a solution and keep the negotiation going. Making Changes - In this last module, we discuss ways to practise negotiation in every day situations. Participants review and prioritise the list of negotiation principles that they have drawn up over the course. Negotiation Behaviours Through a group role-play participants identify typical negotiation behaviours. We consolidate the list and divide it into helpful and unhelpful behaviours. Making Concessions the Right Way In this section we examine the roots of pricing pressure and study ways to resist it. In a multi stage role-play participants learn the right way to trade concessions. Anticipation Check List In preparation for a complex role-play that draws on all the skills covered, we introduce a checklist and negotiation planning tool that participants use to prepare for the exercise. Overcoming Impasse We use a real life case study and simulate the negotiation as a group in order to stimulate discussion and illustrate methods for keeping apparently hopeless negotiations on the rails. Making Changes In this last module we remind participants of the range of opportunities to practice negotiation in every day situations. We also provide an additional tool for effecting behavioural change after the course. Arrangements Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course. Applying methods and principles in a series of negotiation simulations and role-play exercises proves the principles and provides participants with a chance to use the tools and practice new skills. Planning templates and situational assessment tools provide a reliable way of transferring learning to real negotiations and sales situations. Mastering Negotiation is fun, challenging, and effective in helping people achieve more satisfying and profitable agreements for both sides. We guarantee an enjoyable two days that leaves participants with a new confidence in their ability to conduct successful negotiations.

Fees

Course fees range from £670 (£787.25 inc VAT) for places on scheduled public courses to £418 (£491.15 inc. VAT) per person for
in-house courses, depending on numbers.

Other options - for small groups and individuals here

Training Course Includes:
Needs assessment, preparation guide, course materials, planning tools, progress assessment, online resources, ongoing performance tips, and career long support.

Coarse materials option - Details here

In-House Training Advantages:
Programme customisation, choice of venue and timing, and follow up options. In-house training details and benefits

For large numbers we offer a licensing and certification option to enable self delivery of this course.

To find out more, please use the response form above. Alternatively you can telephone +44 (0)118 933 1357 or send email to info@salessense.co.uk

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