Negotiation Skills Training

Overview

Outline

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What is Negotiation Skills Training?

In the competitive trading conditions of the twenty-first century, we are all under pressure to deliver better results. Buyers and sellers at the forefront of the commercial relationship and managers negotiating internally, all face increasing pressure to achieve more.

This Negotiation Skills training course describes a range of successful negotiating techniques and explains how you can use them to help you achieve your key objectives.

Negotiation Skills

Course Objectives

By the end of this negotiation training course, delegates will:

Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
Understand how to make the most effective use of time available for negotiation preparation
Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
See for yourself the factors which make the difference between effective and average negotiators

Who is this course for?

This training course is ideal for sales staff, account managers and general managers that find themselves struggling to get the deal done on their terms!

The Process Of Negotiation

the value of negotiating
how negotiating differs from selling
when selling stops and negotiation begins

How To Plan The Strategy

targets - your bottom line and optimum aim
tactics and objectives
planned concessions
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 skill of negotiation
the importance of summarising
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 actually do upon their return to work

After the [Negotiation Skills] training session, all managers at Ongame Studios have really benefited from the training and look at each negotiation in a new light. In terms of benefit for the company, I know we have already had ROI (return on investment) from this training session. Many of the managers have also gained from it in their personal life! Thanks again for a great session!

David Flynn - Ongame Studios

Tony runs a very informative and practical negotiation course that will inspire you in the everyday negotiations that take place. Highly recommended.

Lloyd Kane - Travel Nation

Tony was very insightful and showed a real understanding of the subject. The course and examples were perfectly tailored for our industry

Travel Nation

A great day - lots of good tips, open discussion and explanation to help with putting it all into practice.

Sophie Vintner - Travel Nation