Managing Others Training Course
Get ahead in business negotiations Training Course
Duration: 2 Days
If you want to trade - you have to negotiate or accept what is offered!
Course Aim
Discover!
- The importance of proper planning and preparation
- How to draw the line in price negotiations
- The most important stage of how to create a deal that fulfils both parties goals and objectives
- How to protect your price and not give without getting
- How to control the negotiation process and not the buyer
- How to bargain effectively and positively.
- How to structure the negotiations and your proposals
- What you can do to break a deadlock and create an ease of transition to reduce pressure
- How to create a feel at ease environment and reduce fears associated with spending money, change, transition time and learning curves
- When to introduce valuable concession strategies that work
Course objectives:
As a result of attending this course you will know:
- What to consider when preparing for negotiations.
- How to handle complexities, multi-parties and cultural differences
- How to identify and explore strategies to move the negotiations forward
- How to achieve ‘Agreement’ instead of victory
Method & Approach
This workshop is highly interactive and involves negotiating terms and conditions with your trainer and others
Course Content
Day One
- The importance of planning and preparation
- Why do people buy: emotion or logic?
- Values and lifestyles - Why people buy with different styles
- The most important thing to any buyer
- Creating the feel good factor
- Adapting best practice negotiation models
- Analysing leading negotiation models
- Separating interests and positions
- Blending options as pathways to agreement
- Leveraging the power of BATNA
- Creating your customized toolkit
- Mapping best practice models to your situation
- Developing common ground to resolve differences
- Creating flexible strategies to facilitate breakthroughs
- Separating people from the problem
Day Two
- Calibrating your communication and negotiation strengths
- Valuing diversity in others
- Respond to diverse personalities, communication styles and bargaining power
- Analyzing the problem from others' perspectives
- Advanced questioning techniques
- Matching presentation style to the needs of the situation
- Appreciate and utilize the value of silence
- Learn how to read other people's thoughts by their gestures
- Reading positivity or negativity and recognise buying signals lies, deceit and lip service
- Your secret weapon - gestures, movements, expressions, distances, angles, posture and eye contact. The structure of negotiation
- Applying a 5 step model
- Preparing for success
- Implementing your planned approach
- Aligning responses and expectations
- Reviewing and refining options
- Adjusting and agreeing on outcomes
- The negotiation life cycle
- Opening constructive exchanges
- Sustaining momentum toward successful outcomes
- Drilling down for bottom-line values
- Converting values to outcomes
- Closing for agreement
- Do we agree?
- Evaluating alternatives
- Creating strategies tailored to a specific situation
- Selecting a best fit method
- Responding constructively to negative tactics
- Choosing your response to perceived negativity
- Defusing tense situations
- Neutralizing games and tricks
