Negotiation Skills Masterclass
A practical and interactive workshop that explores the most popular most effective negotiation skills, strategies, principles and tactics.
Negotiation Skills Overview
At the heart of this training is the premise that business negotiations, whether you are selling or buying, are inevitable. However, where possible they should be planned for or avoided and their impact minimised. Where this cannot be done, the primary and secondary stages of negotiation should be performed and should serve to reinforce value, agree minor concessions leaving the final negotiation to more senior ‘deal makers’ around one or two key issues.
This course has been run for many different organisations including private and public sector organisations of all sizes.
Who will benefit
This powerful and practical course is suitable for all levels and types of managers and professionals, and is suitable for both purchasing and sales functions. Depending on job function and focus, the course will address precisely the need for more skilled negotiation of contracts, discounts, special terms and delivery expectations, plus the pro-active ‘management’ of suppliers and customers.
It will allow already experienced and successful managers and business professionals a chance to further develop and refine their skills and knowledge when negotiating, whilst giving less experienced people foundation skills and practical short-cuts. It is especially suitable for:
Training structure and format
The format of the training is highly participative and interactive, with participants working on real-life case studies and examples. Participants will leave the course with many new ideas and perspectives, as well as better equipped to achieve greater business and personal success. The programme also includes a summary workbook and course notes. Participants will be required to prepare and present a formal action plan upon completion of the course.
The course has been designed to cover the vital core topics that are essential for the successful commercial negotiation of all sizes of contracts and orders. As well as the foundation skills and knowledge, attention is paid to helping participants develop assertiveness, confidence and control in business negotiation situations. The focus is on arriving at “win-win” solutions, rather than negotiating to win at all costs. It is based on the principles of developing relationships for mutual business gain and advantage, and how to negotiate strongly within this context.
Key overall learning points
- Negotiating from a position of partnership, not competition
- Dealing more effectively and profitably with price objections
- Identifying and practise successful business negotiating skills.
- Identifying their own strengths and weaknesses as a business negotiator.
- Better understanding different types of buyer behaviour.
- Learning to recognise negotiating tactics and stances.
- Being able to apply a new and proven structure to their business negotiations.
- Identifying and adapt for different behavioural styles.
- Being alert to unconscious (non-verbal) communication
- How to prepare and present a proposal at a final business negotiation stage.
- How to project confidence and exercise assertiveness in Business negotiation situations.
Plus, for sales negotiation versions of the course: The six fundamentals of closing better business
- Positioning your Product/Service Advantageously
- Setting High Targets
- Managing Information Skilfully
- Knowing the Full Range and Strength of your Power
- Satisfying Customer Needs over Wants
- Conceding According to Plan
Negotiation Skills Masterclass – course outline
1. Planning for successful business negotiations
This session introduces the concept of business negotiation and looks at it’s importance in the context of the participants 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 session presents an eight-step framework or structure for use in negotiating 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.
- Overview of commonly used successful negotiation strategies and tactics.
- 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 relates the importance of professional skills in preparing for the negotiating in identifying needs, wants and requirements accurately and qualifying the competitive and organisational influences present. Session highlights:
- How to fully “qualify” the other person’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 to best propose and suggest ideas and drawing out skills.
- Advanced questioning, verbal reasoning and debating techniques.
4. Non-verbal negotiation skills
This session 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 (i.e.: buying signals, agreement intent signally).
- Business negotiations are precisely structured and agreement gained incrementally.
5. Proposing and “Packaging”
This module 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 expectation and perception 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.
- Six tools of influence and persuasion.
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 that affordability and preparation and careful handling is essential.
- 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
- Practical ways to present price more effectively and persuasively
7. Tactics and strategies in action – practical exercises and role-play
There are many different tactics and strategies common to successful negotiators. This session looks at those that are most appropriate to the participant’s own personal style and situation. 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 business 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. Summary and review
This session examines a number of different situations and participants discuss ways to approach each. This will allow learning to consolidated and applied in a very practical way. There will also be a chance to have individual points raised in question and answer session.
- Case studies
- Question and answer
- Planning worksheet
- Negotiation “toolkit” and check-list
9. Personal Action Plans
- Identify the most important personal learning points from the course
- Highlight specific actions and goals
- Flag topics for future personal development and improvement.
Please get in touch by completing this form or calling 07515 851 691.