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Negotiation Skills

No nonsense negotiation image

This workshop demonstrates how to improve negotiation skills through gaining a better understanding of one’s opponent and the confidence not to settle for less than is fair. The participants will learn that an atmosphere of respect is essential, as win-lose negotiations could lead to problems in the future.

Although people often think of boardrooms, suits, and million pound deals when they hear the word negotiation, the truth is that we negotiate all the time. Through this Negotiations Skills workshop participants will be able to understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating.

Who should attend a Negotiation Skills Workshop?

Experienced sales people, or team members who have to negotiate in a selling role. This course is aimed at personnel who want to enhance or refresh their existing skills.

Agenda

Introduction

Workshop and personal Objectives
The difference between Selling and Negotiation
What is Negotiation?
Essential Skills
Let’s Negotiate – game
4 Negotiating Skills

The 6-step Negotiating Process

Negotiating Model
Negotiating Strategies
Positional Bargaining
Principled Negotiation

Prepare for Negotiation

What do you need to prepare?
Prepare Yourself
Prepare Other Side
Dealing with Fears and Hot Buttons
Rules of Negotiation

Negotiation with different styles

How to negotiate with the 4 communication styles of the CAFÉ model
What is your preferred negotiation style

Exchange Information and Bargain

Identify Negotiation Elements
The Language
Trading Concessions – what?
Invent Options for Mutual Gain
Understand BATNA, WATNA, WAP

Handle Opposition

Strategies to bring Opponent from ‘No’ to ‘Yes’
Strategies for dealing with negative Emotion
Top 10 Negotiation Tactics
Dealing with Impasse
Price Negotiation Tips

Close the Negotiation

How to move from Bargaining to Closing
The Closing Process
Examples of Different Types of Negotiation
Questions to ask to close
Build a Sustainable Agreement

Personal action plan

Information

Number of delegates: up to 12

This workshop involves pre work and an on-line self-assessment of their current negotiation styles.

The course assumes participants already have a good understanding and practical experience of the sales process, questioning and closing skills.

All participants leave with a personalised workbook.

Duration: 2 days.

What our customers said

“Training and development of staff is key to the progress of any organisation. Vital Spark has developed bespoke individual training for our team members, which is ensuring that we are able to identify strengths and weaknesses of each team member thereby maximising an individuals full potential within their natural communications styles.
The personal approach taken by Karen is rare in today’s climate and we are hopeful, working long term with Karen on this approach with staff will support our company’s aims and objectives for the future.”

Hayward Medical Communications

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What our clients say...

“Karen was an invaluable source of knowledge in helping me lay the foundation for the new sales team. Her experience in territory planning, setting targets and categorising accounts was central to the successful launch of the new team.”

Veterinary Pharmaceutical Company