Course Summary

People often say that a person is a good negotiator, and assume they were born that way.  The reality is that most of the best negotiators have had formal training and any person who tries to negotiate without training is likely to be at a disadvantage.  This course helps achieve the win-win where all parties come away satisfied and feel that they have achieved the best deal.  It will arm you with the necessary tools and skills that will enable you to get the buy-in that will bring them round to your way of thinking – without relying on the finite resources of manipulation.

The course will also help you understand the major difference between influence and negotiation, and how not knowing the difference can cost you the deal.

What you will learn

• The difference between influencing and negotiating
• The ten steps to great negotiation
• Why do behaviours make a difference in negotiation?
• The four keys to influencing skills
• Understanding your BATNA, the most powerful tool.
• Getting to “yes”
• How to develop listening and communication skills
• Crossing the fear barriers of successful negotiation
• How to say NO Assertively
• How to keep control throughout
• Understanding the forces of Negotiation

Who should attend?

Anybody who wishes to improve their effectiveness in influencing their customers, staff, colleagues and suppliers.

Workshop Timetable

9.00am Registration and coffee

9.15am Introduction
 The 10 P’s – The Hallmark of the Star Negotiator
What is the difference between  influencing and negotiation?
Outcomes available in  influencing and negotiation
Principles of influencing

11.00am Break

11.15am Know your opposition
Behaviours involved in influencing
Understanding How to Use the Knowledge of Behaviours
Developing Trust
Developing Listening and Communication Skills

1.00pm Lunch

1.45pm Overcoming fear and developing assertive communication
Saying No assertively
Keeping Control of the negotiation
Know what a win is

3.00pm Break

3.15pm The forces of Negotiation
How to do your homework
Preparing for a Sales Negotiation
Practice Double and Triple Think
Know your BATNA
Own Your Power
How to enjoy the process

4.45pm Action planning

5.00pm Close