The 'golden rule' of negotiation is simple - don't!
But life's rarely that simple and very often we do have to negotiate,
particularly if we want to win the business and especially if we want to win it
on our terms.
Such negotiations are crucial. We need to prepare for them. We need a strategy,
and the skills to execute it.
Does your team have a structured approach? Is it flawlessly executed, every
time? Or is there room for improvement?
This programme will help them master the six fundamentals of closing better
business:
Manage all these elements well and you will win more business, more profitably.
This course will help participants:
* Negotiate from a position of partnership, not competition
* Deal more effectively and profitably with price objections
* Identify and practise successful sales negotiating skills
* Identify strengths and weaknesses as a sales negotiator
* Understand different types of buyer behaviour
* Learn to recognise negotiating tactics and stances
* Apply a new and proven structure to their business negotiations
* Identify and adapt for different behavioural styles
* Be alert to unconscious (non-verbal) communication
* Prepare and present a proposal at a final business negotiation stage
* Project confidence and exercise assertiveness in all sales negotiations
1 PLANNING FOR SUCCESSFUL BUSINESS NEGOTIATIONS
This session introduces the concept of business negotiation and looks at its
importance in the context of the participants' roles and activities. It briefly
examines why we negotiate and the dynamics involved.
Session highlights:
* What kind of a negotiator are you?
* Negotiation skills self-assessment and best practice
* How to establish roles and responsibilities for both parties
* How to identify and set objectives for both buyer and seller
* How to research and establish the other person's position (business
negotiation stance)
2 HOW TO STRUCTURE YOUR NEGOTIATIONS
This module presents an eight-step framework or structure for use in
negotiations and considers how best to prepare and plan your negotiations within
the context of a supplier/customer relationship or business cycle. It also
includes a brief review of legal responsibilities and what constitutes a 'deal'.
Session highlights:
* Learn and apply a formal structure to use when negotiating
* How to establish short- and longer-term objectives and opportunities
* How best to plan, prepare and co-ordinate a major business negotiation
meeting, or on-going negotiations
* Understanding of basic legal and organisational requirements
3 VERBAL NEGOTIATION SKILLS
This session examines the human and communication dynamics inherent in any
negotiation situation. It emphasises the importance of professional skills in
preparing for a negotiation by identifying needs, wants and requirements
accurately and by qualifying the competitive and organisational influences
present.
Session highlights:
* How to fully 'qualify' the other party's needs, requirements and constraints
during the negotiation process by using advanced questioning and listening
skills
* How to pre-empt negotiation objections by promoting and gaining commitment to
options, benefits, value and solutions
* How best to propose and suggest ideas, using drawing-out skills
4 NON-VERBAL NEGOTIATION SKILLS
This module highlights how different personal styles, corporate cultures and
organisation positions can influence events, and demonstrates practical methods
for dealing with and controlling these factors. It also examines key principles
of body language and non-verbal communication in a practical way.
Session highlights:
* Gaining rapport and influencing unconsciously
* Understanding the importance of non-verbal communication; reading other
people's meaning and communicating effectively as a result
* Ensure that non-verbal behaviour is fully utilised and observed to create
maximum impact and monitor progress (eg, buying signals)
* Recognising that business negotiations are precisely structured and
agreements gained incrementally
5 PROPOSING AND 'PACKAGING'
This session highlights how best to present and package your proposal. It looks
at how to pre-empt the need for negotiating by creating minor-options and
'bargaining' points, as well as how to manage the expectations and perceptions
of the customer or buyer.
Session highlights:
* How to identify the key variables that can be negotiated
* The power and use of 'authority' within your negotiations
* How to structure and present your proposal, ideas or quotation to best effect
* The importance of when and how to identify and influence buyer's objections
6 DEALING WITH PRICE
This module highlights how to best present and package price within your
proposal or negotiation. In most cases, price has more to do with psychology
than affordability and preparation and careful handling are essential.
Session highlights:
* The three reasons that people will pay your asking price
* How to set price in a competitive market
* The key differences between selling and negotiating
* Ten ways to present price more effectively and persuasively
7 GETTING TO 'YES': TACTICS AND STRATEGIES
There are many different tactics and strategies common to successful
negotiators. This session looks at those that are most appropriate to the
participants' own personal styles and situations. The importance of
'follow-through' is also explained and how to deal with protracted or
'stale-mate' business negotiations.
Session highlights:
* How to negotiate price and reduce discounting early in the process
* How to recognise negotiating tactics and strategies in your customer or
supplier
* Key strategies, techniques and tactics to use in negotiation
* The importance of follow-through and watching the details
* How to deal with stalled business negotiations or competitor 'lock-out'
8 CASE STUDIES AND REVIEW
This session examines a number of different situations and participants discuss
ways to approach each. This will allow learning to be consolidated and applied
in a very practical way. There will also be a chance to have individual points
raised in a question and answer session.
Session highlights:
* Case studies
* Question and answer
* Planning worksheet
* Negotiation 'toolkit' and check-list
9 PERSONAL ACTION PLANS
Session highlights:
* Identify the most important personal learning points from the programme
* Highlight specific actions and goals
* Flag topics for future personal development and improvement