Negotiation Skills Course

Availability: Open Course and In-Company

Why attend?

Like it or not in today’s increasingly competitive markets negotiation is part of everyday life. It can be difficult to maintain a balance between the relationship and agreeing a good price. Our tried and tested negotiation techniques can be used in a wide variety of business situations and are aimed at ensuring you increase your profits and achieve a win-win. We will show you how to become a better negotiator and achieve great results.

Who is it for?

This course is designed for people who are buyers and purchasers, in sales, relationship managers and those who have to negotiate with more senior people – in fact anyone who takes part in negotiations will benefit from attending.

Details

• Number of participants: 8
• Duration: 1 day
• Available as: In-company and public course
• Open Course Cost: £395.00 + VAT
• Dates:

26 June 2008
30 September 2008
02 December 2008

What you will learn

What is negotiation?

• Defining effective negotiation – it’s about dialogue, not confrontation
• The five stages that make up a systematic approach to negotiation – prepare, discuss, propose and agree
• The seven principles of negotiation and the negotiable range

Preparing for a negotiation

• What to consider when planning strategies from an individual and team perspective
• Being clear about objectives, researching the other party and their likely position
• Anticipating different scenarios that might occur
• Developing bargaining parameters and identifying a fall back position.

Core negotiating skills

• Building rapport and getting the negotiation off to a good start
• How to keep going when the going gets tough

Conducting the negotiation

• Reading the other party’s mood and adapting accordingly
• Keeping control over the process and analysing strengths and weaknesses

Personal insights, practice and working in teams

• How personal attitudes and behaviours can negatively impact success
• Practice and detailed feedback on negotiation skills
• Team negotiations

Closing a negotiation

• The value of concessions and when to make them
• Closing successfully

Dealing with objections and what to do if the negotiation breaks down

• Identifying and dealing with potential stumbling blocks
• Why negotiations sometimes break down
• Actions to take to overcome misunderstandings

Benefits to you and your organisation

• Gain a thorough grasp of our systematic approach to negotiating
• Acquire a solid set of planning skills and understand the negotiable range
• Enhance your communication skills and achieve successful results
• Learn new strategies and tactics for overcoming conflict and handling objections
• Obtain an inventory of tactics to draw upon and a toolbox of things that can be traded
• Receive detailed feedback on your negotiation style
• Increase your confidence to negotiate more often

Advanced Negotiation Skills

Speak First also offer tailored advanced level courses that provides experienced negotiators with a refresher on our structured approach to negotiation and lots of new strategies to add to their collection. Our aim is to leave you feeling confident and competent to handle anything – even when the going gets tough. Your company will reap the benefits of significantly improved margins and sustainable client relationships.