Master the Art of Win-Win Negotiations
- Are you experiencing frequent misunderstandings during negotiations?
- Do you struggle to achieve win-win outcomes in your negotiations?
- Have you found it challenging to build lasting relationships through negotiation?
- Are you experiencing difficulty in managing competitive tactics during negotiations?
- Do you struggle to confidently handle price issues and negotiate on value and benefits?
- Have you found it hard to effectively plan and prepare for negotiations?
Are you experiencing a lack of confidence in your negotiation skills? - Do you struggle to control the negotiation process and maintain initiative?
- Have you found it difficult to achieve your desired outcomes in negotiations?
- Are you experiencing challenges in managing both logical and emotional aspects of negotiations?
This course will help you overcome these challenges.
AT A GLANCE
Audience
Middle and upper management, project managers, senior salespeople and individuals involved with marketing, procurement or out-sourcing negotiations.
Format
- A 2-day workshop that is case study driven
- A pre- and post- workshop assessment
What’s Included
- A Comprehensive Learning Guide
- A Negotiating Planner
- Subscription to our monthly LearningLink e-newsletter
Make all negotiations more satisfying and successful
Through mutually successful negotiations, you can create lasting partnerships and measurable improvements. Use our negotiation-planning techniques to prepare strategies and tactics to achieve desired outcomes. Once you learn how to transform potential combatants into lasting partners, you will significantly increase your confidence when entering into any negotiation situation.
This course will help you:
FULL OUTLINE
- Reduce negotiating time by investing in planning
- Apply a full range of negotiating skills
- Eliminate potential misunderstandings
- Know when to negotiate and when to sell
- Realize a higher degree of satisfaction from the negotiation
- Build lasting relationships
What You Will Learn
The Process of Negotiation
Learn the essential skills involved in the five stages of negotiation: preparation, discussion, expansion, bargaining, and finalizing. Understand how to set clear objectives, manage variables, and control the negotiation process to achieve optimal outcomes.
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Expanding Essential Skills
Develop advanced negotiation techniques to handle different approaches and competitive tactics. Gain the ability to achieve both material and emotional wins, ensuring mutually beneficial agreements.
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Strategic and Tactical Views
Gain confidence in taking both strategic and tactical perspectives in negotiations. Learn to manage the structure and process of negotiations, influence outcomes, and handle both logical and emotional aspects effectively.
Building Lasting Relationships
Master the art of establishing credibility and building trust with negotiating parties. Learn how to create long-term relationships through continuous negotiation, ensuring ongoing success and collaboration.
Detailed Synopsis
The Negotiating Breakthroughs™ Workshop is designed for business negotiators. The process and tools are applicable to all negotiation situations – sales, procurement, marketing, finance, construction, projects etc, and are equally relevant to internal as well as external negotiations. The detailed negotiation guide and the planning tools will provide you with the necessary concepts, structures and processes of negotiation to enable you to become more skilled and confident in any negotiation situation you find yourself in.
The focus is on win: win outcomes. We spend a large part of our business lives managing transactions with others, and we owe it to them, ourselves and our organization to do it well.
Case studies and practice sessions make this an interactive workshop to learn and enhance your negotiation skills.
Unit 1: The Process of Negotiation: This unit delves into the negotiation process, focusing on the five stages: preparation, discussion, expansion, bargaining, and finalizing. In the preparation stage, you’ll set clear objectives, analyze gaps, and manage variables to prepare effective settlement objectives. The discussion stage covers initiating and maintaining control during negotiations, managing time and agendas, and understanding the other party’s needs.
The expansion stage teaches you to develop proposals and explore creative options to achieve your goals. During the bargaining stage, you’ll learn to trade variables effectively and use bargaining techniques to meet your objectives. Finally, the finalizing stage ensures you can initiate final decisions, summarize agreements, and close negotiations successfully.
Unit 2: Expanding the Essential Skills: This unit enhances your ability to handle different negotiation approaches and competitive tactics, ensuring both material and emotional wins. You’ll learn to confidently manage price issues, negotiate on value and benefits, and deal with competitive tactics and conflict assertively.
In the finalizing stage, you’ll master endpoint tactics like nibbling and escalation, understanding their impact on relationships. By the end of the two-day program, you’ll be adept at managing both the strategic and tactical aspects of negotiations, influencing outcomes, and handling both logical and emotional issues effectively.
The course also helps you build credibility quickly with new negotiating parties, fostering trust and long-term relationships. The Learning Guide includes a glossary of international negotiating terms to support your ongoing development.
