Negotiation Skills Training Courses

Our public Negotiation courses and in house Negotiations courses are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment courses. We do offer negotiation skills training courses to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations courses. 

Participants in the Win- Win Negotiations course will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

Let's explore the four most important means that you can immediately apply to your situation that will have a significant positive impact on your negotiation training outcomes:

1. Define your negotiation training strategy:

1. The answers to the following questions will give you some guidance as you consider your organisation's negotiation training strategy:
1. What group or groups of people in your organisation should be adept to negotiate effectively in their respective profession?
2. What are the primary negotiation traits of successful negotiators in your organisation?
3. Should you allow any free products or services to your clients?
4. Should you be offering any concessions to your counterparts without receiving a counter concession of equal or greater value in return?
5. Who are the leaders in your organisation for the carrying out of the foremost practice negotiation skills?
6. How will you gauge success in the negotiation environment - consider both leading and lagging indicators.
7. What specific actions will you need to take to apply an organisational negotiation strategy?

2. Implement a supporting negotiation training process for growth:

1. Once you have outlined your sales negotiation training strategy, it is vital to assemble and implement a negotiation training process to guarantee the effective application of the negotiation training strategy. The negotiation training process must be energetic and have a high effectiveness for its users. The single most primary consideration in implementing a negotiation training process is to ensure that the leading negotiation training practice is consistently applied across the department or organisation. Additionally, this will create a shared vocabulary and a common platform for the evaluation, refinement and improvement of negotiated outcomes. Build your negotiation training process around the following key areas:
1. Agreement requirements
1. Aspiration base
2. Real base
3. Contracting zone
2. BATNA analysis (Best Alternative To a Negotiated Agreement)
3. Negotiation role definition
4. Identify negotiation objectives (for all parties to the negotiation)
5. Team composition
6. Deal specific negotiation strategy & tactics
7. Framing
8. Negotiating climate
9. Negotiation debriefing

3. Implement a negotiation training program

1. All participants in the negotiation training process should be trained in its use and application when the organisational negotiation training process has been defined.

4. Create a negotiation training support environment

1. It is crucial that executives develop an environment that supports the development and application of an organisational negotiation training capability. Some of the primary enablers are:
1. Creating an environment for negotiators to simulate sales negotiations on a continuing basis (on a quarterly or bi-annual basis)
2. Building a negotiation training reference database - in its most basic form, this would entail creating a log of resources with specific reference to the types of negotiation and relevant experience of organisational negotiators
3. Automating the use of tools to support the implementation of the negotiation training process
4. Providing an individual coaching environment where managers can train staff in leading negotiation training practice

The creation of a corporate negotiation training capability is not an easy task. It will require dedication and commitment at the organisational level. If approached carefully and applied wisely, the investment that is coupled with the establishment of an organisational negotiation training capability will result in spectacular returns that will entrench competitive differentiation and enhance returns to the stakeholder.

Source: http://www.negotiationtraining.com.au/articles/negotiate-selling-strategically/

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