About the session...

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.

Objectives

• 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.

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