Negotiating For Results MasterclassSales

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

1. Types of negotiation styles
2. Co-operative vs. aggressive styles
3. Applying positional bargaining
4. Setting the stage for success
5. Principled negotiation
6. 4 phases of negotiation
7. Overview of the negotiation formula
8. Understanding the difference between negotiating and bargaining
9. Key attributes of a successful negotiator
10. Applying communication skills, creative thinking and problem-solving concepts
11. Preparing for negotiation like a professional
12. Stages of preparation
13. Understanding the right techniques
14. Team vs. Individual preparation
15. Communicating the right way
16. Active listening
17. Asking questions
18. Probing techniques
19. Displaying the right body language
20. Bringing together posture, eye-contact and mirroring
21. NLP strategies for use in negotiation
22. Developing rapport
23. Matching and mirroring
24. Establishing an inner map
25. Managing oneself
26. Managing your fear
27. Researching your side
28. Researching the other side
29. Negotiation details that cannot be missed
30. Preparing documentation
31. Setting the time and place
32. Environmental factors
33. Getting off to a good start at the negotiation table
34. Connecting with the other side
35. Finding common ground
36. The bargaining stage
37. 4 techniques for negotiation success
38. Moving beyond ‘No’
39. Breaking the impasse
40. Getting to ‘Yes’
41. Moving from bargaining to closing
42. Techniques for the experienced negotiator
43. Formal vs. informal agreements
44. Types of negotiation solutions
45. Awareness of possible solutions
46. Building a sustainable agreement
47. Getting consensus
48. Practical Application
49. 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.