LEARNING OUTCOMES:

• How often we all negotiate and the benefits of good Negotiation Skills.
• The importance of preparing for the Negotiation Process, regardless of the circumstances.
• The various Negotiation Styles and their advantages and disadvantages.
• Strategies for dealing with tough or unfair tactics.
• Skills in developing alternatives and recognizing options.
• Basic Negotiation Principles, including BATNA, WATNA, WAP, and the ZOPA.

COURSE OVERVIEW & CONTENT:

"Negotiating is not about winning or losing, it's about creating a win-win situation." - Roger Dawson

Negotiating is about resolving differences. People who can master the process of negotiation find they can save time and money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in their communities when they understand how to negotiate well.

The goal of the course is to provide salespeople with the knowledge and skills needed to become effective sales negotiators and to provide a basic comfort level to negotiate in any situation. This interactive workshop includes techniques to promote Effective Communication and techniques for turning face-to-face confrontation into side-by-side problem solving.

The course will include interactive exercises, role-playing, and case studies to help participants practice and apply the concepts they are learning.

What is Negotiation?

• Defining Negotiation
• Types of Negotiation
• Positional Bargaining
• Principled Negotiating
• Phases of Negotiation

The Successful Negotiator

Key Attributes of a Successful Negotiator

Preparing for Negotiation

• The Elements of Preparing for Negotiation:
• Managing Your Fear
  • Identifying Your Fears and Hot Buttons
• Personal Preparation
  • WAP, BATNA, WATNA, and ZOPA
• Researching Your Side
  • Case Study
• Researching the Other Side

The Nuts and Bolts

• Preparing Documentation
• Setting the Time and Place
• Case Study

Making the Right Impression

• The Importance of Self-Presentation During the Negotiation
• First Impressions
• The Handshake
• Dress for Success
• The Skill of Making Small Talk

Getting Off to a Good Start

• How to Establish Common Ground
• How to Use Ground Rules

Exchanging Information

• How to Exchange Information
• What to Do If the Negotiation Gets Off To a Bad Start

The Bargaining Stage

• Six Techniques for Negotiating Success
• Role Play

Reaching Mutual Gain

• Getting Rid of Obstacles
• Overcoming the Obstacles
  • How to Turn Them Into Negotiation Advantages

Moving Beyond No

• Getting Past No
• Breaking the Impasse
• Getting to Yes

Dealing with Negative Emotions

• Defusing the Bomb
• Role Play

Moving from Bargaining to Closing

• Knowing When to Close
  • How to Tell When It’s Time to Move From the Bargaining Phase to the Closing Phase
• Formal vs. Informal Agreements

Solution Types

• Possible Outcomes
• Building a Sustainable Agreement
• Getting Consensus

COURSE DURATION: THREE DAYS