Being able to negotiate at an advanced or senior level is critically important in business today. Not only is it of primary importance for salespersons and senior management at every stage in the sales process but it is of equal importance to individuals at all levels who are involved in any form of persuasive communication either within the organisation or externally.

From simple extensions of a project plan to company-level commercial agreements, negotiation is a major factor in bottom-line profitability. From a personal point of view the ability to negotiate is the most effective and personally productive skill that an individual can possess.

 Objectives

- Be aware of the critical stages in the negotiation process and what 
  emphasis to put on them.
- Understand your own style of negotiating in a conflict resolution 
  situation.
- Recognise the need for preparation before negotiation.
- Be able to use, recognise and counter. negotiation techniques and 
  tactics.
- How to counter the 'price' issue during negotiations.
- Recognise the impact of advanced questioning and listening 
  techniques needed to control the negotiation.
- Be better able to achieve negotiated outcomes that favour his/her 
  organisation.

 Who Should Attend?

This course is applicable for senior sales people and anyone who is involved in a persuasive role in business. It goes beyond a simple checklist of negotiation tricks and tactics by introducing the concept of a structure to the process.

 Course Content

Revisit the Fundamentals
- The Process of Negotiation
- A Five Stage Model
- The Difference between Selling and Negotiation
- The TKI conflict mode self assessment
- WIN/win or win/WIN

The Structure of Negotiations
- Preparation
   - When do you Start?
   - Establishing your Position/Alternatives
- Investigation
   - Analysing their Objectives/Situation
   - Agreeing the Process
- Proposing
   - Developing your Strategy
   - The Benefits of Team Approach
   - Setting Alternatives
   - Making Proposals
- Bargaining
   - Bargaining and Conceding Successfully
   - The Psychology of Bargaining
   - The 'If Then Rule'
   - 10 Negotiating Tricks and Tactics - How to use and counter them
   - Deadlocks - How to Break them
- Closing
   - Recognising an Agreement
   - Timing Your Close
   - Monitoring the Agreement 

This course includes three simulations of increasing complexity in which delegates get an opportunity to practice the skills learned. 

During the course the delegates are given Increasingly difficult negotiations simulations to contend with and are asked to carry these out at an individual and more progressively in team negotiations.