Negotiating For Results MasterclassSales
Duration | Two days |
Course Dates | 27 Oct 2022 9:00am - 28 Oct 2022 5:00pm 27 Mar 2023 9:00am - 28 Mar 2023 5:00pm 27 Jun 2023 9:00am - 28 Jun 2023 5:00pm 25 Sep 2023 9:00am - 26 Sep 2023 5:00pm 18 Dec 2023 9:00am - 19 Dec 2023 5:00pm |
Course Fee
Member | $826.20 |
Non-Member | $972.00 |
- Members enjoy a 15% discount before GST
- Group Discount (3 or more participants) - 10%
- All fees are inclusive of 8% GST
Introduction
The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation. Negotiation is an essential skill, which we use, in both our professional and personal lives. The activities planned for the workshop are designed to provide the participants with the added advantage of being better prepared for any negotiation and be poised for success.
To fully reap the benefits of this workshop, participants intending to sign up for this course should be acquainted with the basics of negotiation.
Key Takeaways
Upon completion of this workshop, participants will be able to;
- Recognise the importance of preparing for the negotiation process, regardless of the circumstances
- Master the core ‘people skills’ needed for a successful negotiator
- Identify the various negotiation styles
- Develop strategies for dealing with tough or unfair tactics
- Gain awareness in developing alternatives and recognizing options when negotiating
Who Should Attend
Professionals, managers, leaders, those in supervisory roles and individuals who are keen to enhance their negotiation skills.
Programme Outline
- Types of negotiation styles
- Co-operative vs. aggressive styles
- Applying positional bargaining
- Setting the stage for success
- Principled negotiation
- 4 phases of negotiation
- Overview of the negotiation formula
- Understanding the difference between negotiating and bargaining
- Key attributes of a successful negotiator
- Applying communication skills, creative thinking and problem-solving concepts
- Preparing for negotiation like a professional
- Stages of preparation
- Understanding the right techniques
- Team vs. Individual preparation
- Communicating the right way
- Active listening
- Asking questions
- Probing techniques
- Displaying the right body language
- Bringing together posture, eye-contact and mirroring
- NLP strategies for use in negotiation
- Developing rapport
- Matching and mirroring
- Establishing an inner map
- Managing oneself
- Managing your fear
- Researching your side
- Researching the other side
- Negotiation details that cannot be missed
- Preparing documentation
- Setting the time and place
- Environmental factors
- Getting off to a good start at the negotiation table
- Connecting with the other side
- Finding common ground
- The bargaining stage
- 4 techniques for negotiation success
- Moving beyond ‘No’
- Breaking the impasse
- Getting to ‘Yes’
- Moving from bargaining to closing
- Techniques for the experienced negotiator
- Formal vs. informal agreements
- Types of negotiation solutions
- Awareness of possible solutions
- Building a sustainable agreement
- Getting consensus
- Practical Application
- Bringing together the concepts and techniques shared
Methodologies
- Trainer-led discussion
- Group brainstorming and presentation
- Individual and pair activities
- Case studies
- Role-play
Programme Trainer
Kevin Ryan is an experienced conference speaker, workshop leader, facilitator and MC. He has twenty-five years of experience as a corporate trainer and fifteen years of experience as a professional speaker.
He speaks at conferences and seminars across Australia, New Zealand, Asia and in the UK specialising in the areas of sales negotiations, customer service, humour in business and communication skills. His clients include large corporations, government departments, and small to medium-size enterprises.
He has co-authored nine books on business communication skills and humour in business that are used extensively throughout Australia, New Zealand, Asia, the UK and South Africa. He writes regular columns on communication skills, sales & customer service and humour in business for several industry magazines. He is the creator of the TILT! Selling programme.
Quick Information
The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation.Contact Details
+65 6842 6666
mdc@mdis.edu.sg