Negotiation skills and techniques course

Objectives

The objective is to provide a deeper insight into the negotiation process. The programme provides delegates with the skills needed to master win/win negotiations, gain confidence in interpersonal skills, how to anticipate responses and manage them as well as managing the transition from sales to negotiation. It will provide the tools on how to bargain and close the deal.

Accreditation

This course is registered with the Services SETA (decision number 0494).

Content

• Introduction to Negotiation Skills
  • Creating Win/Win results
  • Interpersonal skills
• The Negotiation Process
  • Decision - making process
  • 5 steps of negotiation
• Preparation
  • Thinking on your feet
  • Checklists
  • Negotiation goals
  • Identifying strengths and weaknesses
• Invitation to Negotiate
  • First impressions
  • Making the most of your power
  • Handling the move from selling
  • Positioning the negotiator
• Presentation
  • Setting out the ideal outcome
  • Skills and strategies for quick reactions
  • Eliciting responses
• Bargaining
  • Essentials of bargaining
  • Handling concessions
  • Maintaining control
  • Tactics, tricks and threats
  • Learning to listen
  • Handling objections
  • Basic questioning techniques
• Closing the deal
  • Closing techniques
  • Clarification of agreement

Who will benefit?

Any person involved with negotiating, planning the negotiation. Sales people, Managers, Project managers, Leaders. Anybody who wishes to create a win-win environment.

Duration: 3 Days
Delegates: Maximum 12

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