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Professional Negotiating Skills

Two Days

Negotiating skills are vital. No other form of learning has such an immediate measurable effect on the bottom line. From simple price challenges to important commercial agreements, negotiation is a major factor in profitability.

This powerful two-day programme is about commercial negotiating skills. Whilst it is designed for sales people, sales managers and key account executives it is equally suitable for any executive involved with negotiating WIN-WIN outcomes.

The content clearly defines the core of negotiation as ‘both move’.

If we have to move towards the other party, we must insist they move towards us as well. Nothing, absolutely nothing, is given away free.

The programme shows you how to achieve this whilst leaving the other party satisfied with the outcome.

Objectives

At the end of the programme participants will.

Have an in-depth understanding of negotiation and how to prepare for it
Be able to differentiate between the TACTICS required to deal with a price challenge and the STRUCTURE required to negotiate agreements and contracts.
Know how to win business without sacrificing margin.
Have experienced the cut and thrust of negotiation from ‘both sides of the table’. Three situation role-plays are used to illustrate the material.

Delegates Will Learn

What makes for good negotiation skills. How to handle the trade off between getting what you want and getting along with people.
How to use the LDL 12 step planning guide to prepare for a negotiation.
The 11 laws of bargaining. Don’t give concessions, trade them. How to make a conditional offer. How to handle deadlock. The importance of aspiration levels.
How to determine your negotiable variables. ALL the variables in and around the deal can be used to improve it.
How to solve the dilemma of where to open - how high, how firm, how soon.

Tactics and countermeasures. How to handle ‘I like your proposal but this is all I’ve got’. ‘Take it or leave it’. ‘Is that negotiable’. And many more.
How to use the 5 step negotiating structure: PREPARE, OPEN, EXPLORE, BARGAIN, CLOSE/AGREE.
Negotiating styles. How to use the language of partnership.
How deadlines and pressure affect the outcome.
How to recognise the sources of power.
Negotiate to satisfy. How to get what you want while leaving the other party satisfied with the outcome.

CD Pack

On this programme each participant is issued with a set of 2 CDs which acts as a permanent reminder and précis of the material.

Programme Details

Dates:	22-23 June 2009 17-18 August 2009 19-20 October 2009 7-8 December 2009
Times:	Day one: 10.00 am - 6.00 pm Day two: 9.00 am - 5.00 pm
Fee:	£895 + VAT
Location:	London, Kensington

Tailor this programme +44(0)20 7381 6233

	For further information complete our enquiry form or call our team of learning advisers on +44 (0)20 7381 6233.