Negotiation Skills Training

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Introduction
This course examines how to benefit from the Negotiation Skills Training. Negotiation Skills Training Course is now recognised as an exciting programme that will bring you up to date on the latest techniques and approaches that are appropriate in Negotiation Skills.


Objectives
By the end of this course participants will be able to:
• Understand the objectives and goals of Negotiation Skills.
• Know how to develop your negotiation Skills.
• Know how to plan the strategy.
• Understand how to avoid deadlock.
• Know how to use Interpersonal skills and body language
• Know when to use silence.
• Know how to close.

Methodology of Training
Effective presentations for each of the topics together with interactive trainer lead sessions of discussion. There will also be practical sessions and the participants have the opportunity to practice and experience. Role-plays, case studies, DVD's, videos, small group work, exercises and feedback will be used to facilitate learning.


The Organisational Impact
• Participants will be able to work successfully in this course.
• Participants will be able to describe the role of the Negotiation Skills.
• Improve your negotiation.
• Participants are encouraged to plan the strategy.
• Participants will be able to go for commitment.
• Participants will be able to deal with intimidating tactics.

This course is designed for :
Sales staff who wish to use communication skills to elicit the best response from both colleagues and customers, a must for any sales staff looking for peak performance.

 

Dates

3-7 October 2011

10-14 October 2011

17-21 October 2011

24-28 October 2011

31 October- 4 November 2011

26-30 September 2011

Location

London

Paris

Frankfort

Madrid

Rome

Vienna

Fees

 

 

 

 

 

 

 

Additional Info

  • Day 1:


    The Process Of Negotiation
    •    The value of negotiating
    •    How negotiating differs from selling
    •    When selling stops and negotiation begins
    How To Plan The Strategy
    •    Targets - your bottom line and optimum aim
    •    The limits of both parties' power
    •    Tactics and objectives
    •    Planned concessions
    •    Establishing the climate
    •    Pursuing a 'win-win' outcome
    •    Retaining flexibility

  • Day 2:


    The Negotiation
    •    Understanding the other side's needs and motivation
    •    Interpersonal skills and body language
    •    Presenting your case
    •    Opening bids and offers
    •    Dealing with objections and rejections

  • Day 3:


    •    How to avoid deadlock or how to make deadlock work for you
    •    Give and take – the skill of negotiation
    •    The importance of summarising
    •    Bargaining
    •    Dealing with intimidating tactics

  • Day 4:


    Clinching The Deal
    •    Going for commitment
    •    How to close
    •    Developing a long term relationship and preparing the climate for future negotiations

  • Day 5:


    Telephone Negotiation
    •    Voice and personality projection
    •    Using silence
    •    Controlling the call
    •    How to implement the negotiating process using the telephone
    Action Plan
    Participants plan and discuss what they will actually do upon their return to work

  • Period: 5 Hours
  • Duration: 5 Days
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