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Negotiation

Negotiate to win-win

Who is it for?

This course is for anyone who needs to improve their ability to buy, sell or agree any terms (e.g. timescales) with customers or suppliers or external partners

Why you should attend

By attending this course you will be able to:

Get better deals in and outside your work
Have confidence in the negotiating process
Use practical ideas on how to be a better negotiator
Have better relationships with clients and suppliers
Increase the bottom line profit of your company by getting prices up and costs down. If implemented even at 75% this course will pay for itself within a week!

What you will learn

Preparation

You are negotiating more often than you realise
The effect of negotiation on profit margin
The 5 phases of the negotiation process
Reasons why we tend to avoid negotiating - are any of them valid?
What to prepare before the meeting

Preamble and Opening

Inner strength and where it comes from
Listening, questioning and signals
Win/win vs. win/lose - what they really mean
Planning your walk-away point
Opening offers - how to pitch them correctly

Trading

Bargaining techniques: "The Flinch", "The Vice", "Salami"
Examples of tradeables not involving money - time, resources, help, flexibility, information, etc
Conditional offers and unilateral conceding
Size of steps and what it tells you

Closing

Exercise in pairs: plan, negotiate, and then review
The "Quivering Pen"
"The Nibble" and how to avoid it
The importance of clarifying agreement
How to get started and how to stay in practice

Do I need to bring anything with me?

There is no need to prepare anything beforehand for this course. Refreshments and a buffet lunch will be provided.

PERSONAL EFFECTIVENESS COURSES

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