Rationale:
The ability to communicate effectively in today’s business environment is essential
to the success of any organisation. Negotiation is a communication process that enables
two or more parties to come together to resolve differences and to agree on key issues that
impact the relationship between those parties. More and more businesses are looking to achieve
WIN/WIN outcomes and develop stronger long-term business relationships.
This course takes the participants through an exciting accelerated and participatory learning
process using exercises, role-play and workplace case studies.
Who Will Benefit?
Participants who need to improve their ability to negotiate WIN/WIN outcomes. Management,
sales, production, financial, administration, and marketing personnel.
What are the Key Learning Outcomes?
This course provides participants with a practical and comprehensive understanding of
the negotiation process and how to implement professional and universally recognised
competencies designed to produce WIN/WIN outcomes. Whether participants are experienced
in negotiating or are just moving into a role where they will be required to negotiate,
they will learn techniques and procedures that will improve their performance and increase
their confidence to negotiate effectively.
What is the Duration?
In-house: One or Two Day
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Module One:
The Understanding
During this module participants gain an understanding of what negotiation is and the process of reaching an agreement through negotiating.
_What is Negotiation?
_Negotiation Styles
_Possible Outcomes to Negotiation
Module Two:
The Person
This module looks at the profile of an effective negotiator and the attributes needed to be an effective negotiator.
_Common Misconceptions
_Attributes of an Effective & Ineffective Negotiator
_Effective Negotiating Profile
Module Three:
The Process
This module moves into the key disciplines and competencies required for effective negotiating.
_Four Phases
_Negotiating the Bigger Deals
_Eight Steps to Effective Preparation
Module Four:
Moving Into the Negotiation
During this module participants will learn how to structure and present their negotiation in a professional manner so as to achieve a positive outcome for all parties.
_Creating Rapport
_Presenting Opening Position
_Structuring the Presentation
_Handling Questions and Objections
_Listening to the Other Party‘s _Opening Position
_Working Towards Agreement & _Recording Agreement
Module Five:
Dealing with Difficult Negotiators
This module looks at how to deal with difficult negotiators, it provides valuable tools that will give participants confidence when dealing with individuals who choose to be difficult.
_Games People Play
Additional Module Option:
Communication Skills for Negotiation
This is an additional module that can be included as an option. During this module participants will cover the essential communication skills needed to be an effective negotiator.
_Listening & Questioning
_Non-Verbal Communication
_Persuading and Influencing |
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