Course Description
This one-day live instructor-led Effective Negotiating Skills Training course teaches the art of closing the deal, using strategic negotiation skills. You will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics negotiation. Course activities in the Effective Negotiating Skills Training course also cover the guidelines for conducting a successful negotiation and facilitating communication, questions you should ask and appropriate responses, and situations that require a specific negotiation style. You will also learn how to gain control in a negotiation, use various negotiation strategies, and deal with unethical negotiation tactics.
Objectives
Upon successful completion of the Effective Negotiating Skills Training course, you will be able to:
• Develop an effective plan and strategy for your negotiations
• Recognize interests and issues and avoid unnecessary positions
• Become more persuasive
• Use techniques that draw information from the other party
• Recognize the benefits of adopting a win-win mindset
• Minimize conflicts and deadlocks
• Ask and answer questions to control the negotiations
• Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations
• Create a list of concessions that can be “given” during the negotiation to use as bargaining tools
• Read body language, facial expressions, and other signals to uncover “hidden” messages
• Neutralize manipulative tactics
• Maximize closure opportunities
Agenda
Effective Negotiators Prepare
When do you negotiate?
Identify and create negotiable moments
Case study: The battle for the budget
Understand yourself
Understand the other side
Develop your alternatives
Case study: The battle for the budget
Effective Negotiators Listen
Be a good listener
Listen to build a relationship
Uncover “hidden” messages
What do you do with what you hear?
Maintaining your composure
Effective Negotiators Persuade
Your roadmap
Acknowledge mutual needs
Be silent
Concede on unimportant items
Apply your leverage appropriately
Deflect “dirty” tactics
Respond ethically but assertively
End the negotiation
Appendix
Pitfalls to avoid
Negotiating “on the fly”
Action plan