Advanced Negotiation Management Skills
Course Code: MN36
Course Objective
- Discover a framework for analysing the context of the negotiation and preparing an optimal negotiating position
- Understand the difference between preparation and planning
- Familiarise yourself with best practice tools
- Learn how to open and conclude a negotiation
- Tactical plan to manage movement towards a desired outcome
- Review key behaviours used by effective negotiators
- Discuss the behaviours that have a negative effect on negotiations
- Understand the concept of levers and bargaining and how to apply them
- Negotiating from a position of partnership, not competition
- How to deal more effectively and profitably with price objections
- The different types of buyer behaviour
- Learn to recognise negotiation tactics and stances
- Communication and behavioural styles
- Apply new and proven structure to business negotiations
- Prepare and present a proposal at a final business negotiation stage
Target Audience
- managers
- supervisors
- team leaders
- administrators, and anyone who has to negotiate as part of their job and wishes to enhance and update their current negotiation skills.
Course Outline
Day 1
Planning for Successful Negotiations
- Revision of the essential elements involved in negotiation
- What kind of negotiator are you?
- Self-Assessment – understanding behavioural patterns
- Negotiation skills – best practices
- Improving preparation and planning
- How to research and establish the other persons position (business negotiation stance)
Day 2
Structure your Negotiations
- Understanding negotiation structure
- How to best plan, prepare and coordinate a major business negotiation meeting or ongoing negotiations
- Discover how to establish shore and longer term objective and opportunities
- Understanding the basic legal and organisational requirements of what constitutes a ‘deal’
Day 3
Verbal Negotiation Skills
- Advanced Communication Skills
- Active Listening Skills
- Brilliant Body Language
- Be aware of and use signals
- Discover how to fully qualify the other party’s needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills
- Pre-empting negotiation objection
- Delivering assertive proposals
Day 4
Non verbal Skills
- Understanding the importance non-verbal communication and reading other people effectively
- Buying signals
- Creative use of variable within negotiation
- Structure of business negotiations
- Minimise and optimise concessions
Day 5
Proposing and Packaging your position
- Identifying key variables that can be negotiated
- The power of ‘authority’ during your negotiations
- The needs and motivations that exist in negotiation
Price
- The key reasons people will pay your asking price
- Key differences between selling and negotiating
- Presenting ‘price’ in the most effect and persuasive manner
Negotiation -Tactics and Strategies
- Key strategies and techniques to use in negotiation
- How best to deal with the competition
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