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Course Overview

No matter what your work domain is negotiation is inevitable and at the heart of every important strategic decision you make. Few people understand the techniques tactics and strategies mastered by the pros to influence and achieve a positive outcome during negotiations. This hands on workshop will help you master negotiation skills and develop the strategies to achieve win win solutions while protecting your company interests.

Course Methdology

This negotiation course uses a variety of interactive training methods such as role playing, videos, team exercises, individual exercises, case studies, group discussions and questionnaires.

Course Objectives

By the end of the course, participants will be able to:
  • Prepare and manage effective negotiations.
  • Employ the concessions management process with minimum loss while preserving good relationships with the counter party
  • Assess their own negotiating strengths and weaknesses and those of the other side.
  • Use a range of negotiating tactics and master the rule of halves.
  • Achieve long-lasting and mutually profitable agreements on a timely-basis.
  • Prepare and manage team negotiation.

Target Audience

Managers, Marketing and sales professionals,corporate executives, advertising managers, business development managers, sales personnel, and others who are involved in commercial and negotiation activities at all levels of the organization.

Target Competencies

  • Effective verbal communication. See our pages: Verbal Communication and Effective Speaking
  • Listening
  • Reducing misunderstandings is a key part of effective negotiation
  • Rapport Building
  • Problem Solving
  • Decision Making
  • Assertiveness
  • Dealing with Difficult Situations
  • Strategic negotiation
  • Planning skills
  • Executing skills
  • Dealing with difficult suppliers
  • Communicating with suppliers
  • Implementation skills

Course Outline

What Negotiation is Really All About

  • The Many Faces of a Negotiation
  • Some Negotiation Philosophies
  • Historical Retrospectives on Negotiation
  • Reasons Behind the Urge for Being a Good Negotiator as a Business Entrepreneur
  • Persuasion versus Negotiation
  • The Stages of Persuasion

Setting the Stage and the Face-To-Face

  • Establishing Good Rapport with the Other Party
  • Understanding Your Own Personal Strengths and Weaknesses
  • Characteristics of a Good Negotiator
  • The Five Stages of the Negotiation Process
  • Barriers to Effective Negotiation
  • The PROBE Negotiation Technique
  • How to Develop Negotiation Skills
  • Getting Ready to Negotiate (BATNA, WATNA)
  • Identifying Your Conflict Negotiation Style

Sales and Commercial Negotiation at Work

  • Selling versus Negotiating
  • The Buyer’s Decision Process
  • The SPIN Questioning Strategy (Uncovering Needs)
  • Influencing the Customer’s Choice
  • Understanding How People Make Choices
  • Influencing Decision Criteria
  • The Concept of “Hard” and “Soft” Differentiators
  • Addressing and Overcoming the Customer’s Final Fears

The Critical Rules of Negotiation

  • Different Levels of Negotiation Rules
  • The Importance of Preparing “The Envelope of Negotiation”
  • How to Prepare “The Envelope of Negotiation”
  • Mastering the “Rule of Halves” during the Negotiation Process

Concession Management

  • Setting a Concession-Making Timeline
  • Defining and Sorting Negotiable Issues and Creating Alternatives
  • Developing Contingencies
  • The Most Common Negotiating Mistakes

Team Negotiation and Negotiation Tactics

  • Team Leadership
  • Choosing Your Negotiating Team
  • Advanced Negotiation Tactics and Strategies
Location & Dates
Call us at +971 4 430 8394