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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, your training course definitely exceeded my expectations, and was above and beyond the standard of previous courses I have attended. Your spirit and personality together with the sensitivity you show towards learning needs and goals make for a fantastic few weeks! I would without a doubt recommend anyone to attend your training.”

Course Delegate