Negotiating for Success
The course addresses the common issue of negotiators conceding too much and overly fixating on price, neglecting the exchange of services beyond monetary considerations.
- Course fee
- Contact us
- Duration
- 3 days
- Group rate
- Ask an advisor
Course overview
The course addresses the common issue of negotiators conceding too much and overly fixating on price, neglecting the exchange of services beyond monetary considerations. It emphasizes practical skills and techniques essential for achieving win/win agreements. Participants will gain insights into identifying, selecting, and implementing various tactics, as well as effectively responding to adversarial tactics.
This engaging workshop is designed to empower negotiators and sales professionals to uncover and demonstrate the value of their offerings while resolving challenging negotiation situations collaboratively. Moreover, the course equips participants with a toolkit to master even the most demanding negotiations
Training methodology
The course incorporates a blend of interactive methods, including concise presentations by both the consultant and participants, role plays (both rehearsed and impromptu), self-assessment questionnaires, relevant videos, and various simulation games
Target competencies
- Managing rejection
- Securing commitment
- Tactics in negotiation
- Planning for negotiation
- Managing concessions
- Problem-solving
Course objectives
By the end of the course, participants will be able to:
- Evaluate their own strengths and weaknesses in negotiation, as well as those of the other party, to enhance negotiation outcomes.
- Recognize areas of insufficient understanding for effective negotiation planning.
- Mastery of the sales negotiation process to secure enduring and mutually beneficial agreements promptly.
- Application of a range of skills essential for successful negotiations.
- Utilize the concessions management process to minimize losses while maintaining positive relationships with the counterparty
Course outline
- Various dimensions of negotiation
- Different philosophical perspectives on negotiation
- The aspiration to become a proficient negotiator
- Distinguishing between persuasion and negotiation
- Self-evaluation: The "Negotiating Style Profile"
- Evaluating personal strengths and weaknesses
- Enhancing emotional intelligence
- Qualities of an effective negotiator
- The five phases of the negotiation process
- Obstacles to successful negotiation
- Utilizing team negotiation: determining appropriateness
- Exercise: Effectively navigating negotiations (work template)
- Distinguishing between sales and negotiation
- The seven key stages of the sales process
- Recognizing various buyer roles
- Understanding the "Buyer's Decision Process"
- Tactics for each stage of the buyer's decision process
- Application of the SPIN selling model
- Simulation game: the "war room"
- Creativity and Problem-Solving Approaches
- The Significance of Creativity in Negotiation
- Utilizing Creativity Tools
- Self-Assessment Instrument for Creativity
- Techniques for Decision-Making
- Communication Skills:
- Enhancing Active Listening Skills
- Achieving Results through Effective Questioning
- Mastering the Art of Asking Questions
- Styles of Conflict Management
- Workshop: Resolving Negotiation Deadlocks through Creativity
- Various Levels of Negotiation Rules
- Creating "The Envelope of Negotiation"
- Mastery of the "Rule of Halves"
- Establishing a Concession-Making Timeline
- Categorizing Negotiable Issues and Formulating Alternatives
- Common Negotiating Errors
- Advanced Negotiation Tactics
- Simulation Game: One-to-One Negotiation Using a Grade Point Average
Morning and evening classes are available. CompuBase Training Center, Abu Dhabi.
