Negotiation Training

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

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

Participants in the Win- Win Negotiations class 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

 

Negotiating is a working partnership to achieve a long term mutually satisfying agreement. Whilst there are specific skills one needs to develop to master the Transparent Negotiation process there are also four (4) keys that if applied correctly will ensure you master Transparent Negotiations every time.

Transparent Negotiations requires sales professionals to develop these skills

1) Listen actively

2) Acknowledge what is being said - give feedback

3) Speak so as to be understood - speak concisely

4) Speak only for a purpose.

The four (4) keys that unlock the Transparent Negotiations process are:

1)Planning

Ascertain what is it that you want to negotiate about, be very clear about the specifics here. Set a clear agenda. Create the right environment this will play directly on the mood of the meeting and determine whether a collective decision or agreement will be reached.

2) Gather data using negotiation strategies

Display patience, courage, discipline and focus as you work with your client to identify areas of agreement, potential blockers and ways in which you can frame solutions. Where possible, point out the opportunities that are there NOW.

3) Get feedback & handle objections

The trial close, really narrow down on the details as they relate to the whole deal It is a non-threatening way to get feedback on how the prospect is thinking and what their intentions are. Settling the details is extremely important. If feedback is not listened to and objections are not discussed there is a high risk that the negotiations will collapse.

Objections are a sign of interest so, take your time with your client to work through and address the details efficiently. When each objection is discussed you have reached the turning point. People do not buy products or services; they buy solutions to their problems. The turning point in the negotiation process is when you unravel their problems and agree on the central issue.

4) Follow Up

Now that you have agreed on a deal, care for your customer Once you have a customer, you have to do everything in your power to keep them your customer.

Source: Peter McKeon link

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