Advanced Win-Win Negotiation Skills
Course Objectives
Developing Skills in The Following :
- Better Communication For Desired Business Results with Key Business Partners
- Understand & Apply Negotiation Techniques To Get What Is Needed in Your Business Function
- Better Work Relationship With Internal Customers For Result-Oriented Marketing Partnership
Course Outline
Personal Communication
- Profiling & Matching of Communication & Interpersonal Styles
- Application of Persuasive Communication Styles & Techniques
- Understanding & Turning Cultural Differences Into Business Advantage
- Consultative Probing Skills – Paraphrasing & NLP techniques
- Art of Presenting & Winning The Proposal (EFAB)
Negotiation Treatment
- Treatment of Power and Different Negotiation Styles
- Sources & Application Of Negotiation Power
- How To Neutralize Opposition Strategies &Tactics
- The Application of Power Counter-Tactics
- Effective Responses & Dealing With Demands
- Art Of Counter-Demand & Locking In The Buyer / Seller
- Pricing Techniques & Giving Concession For Maximum Results
- Identifying & Pre-empting Possible Demand
- Sealing the Deal & Relationship Boosters
Managing Key Relationship
- The Z Format – Persuasion Strategies; Why Should They Go Your Way.
- WIIFM – Motivation Techniques; Why They Want To Support You.
- Develop Strategic Alliance & Networking - Strategies & Prep Work For a Lasting Partnership.
Self Management
- How To Overcome Your Negative Feelings & Thinking Towards Self & Customers
- Taking control of Self & Turning Challenging Situations Into Desirable Outcomes
- Effective Techniques To Reduce Stress & Stay Positively Motivated
Training Methodology
Short lectures, role-plays, highly interactive negotiation games, work place case studies, self-evaluations, video-recording behavioral analysis and guided group discussion.
Who Should Attend
- Those who are involved in sales and business negotiations.
- Those who are involved in the purchasing & procurement functions
- Those who need to improve their dealing results, internal & external customers relationship.
