The Process of Negotiation:negotiation0

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
Tactics and objectives
Planned concessions
The limits of both parties’ power
Establishing the climate
Pursuing a ‘win-win’ outcome
Retaining flexibility

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

Clinching the Deal:

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

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.

Emphasis on:

What is Negotiation?
Features of Negotiation
Why Negotiate?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Process & Tips

By the end of this Negotiating Skills training course, delegates will:

  • Have the knowledge and tools necessary to be able to conduct any negotiation as a competitive and collaborative negotiation
  • Understand how to make the most effective use of time available for negotiation preparation
  • Appreciate the benefits of a wide range of persuasion techniques which are effective in commercial negotiations
  • Be aware of the most commonly used tricks, traps and ploys used in negotiation and, more importantly, how to deal with them
  • See for yourself the factors which make the difference between effective and average negotiators






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