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Negotiation Skills

COURSE OBJECTIVES:


  • The aim of our Negotiation Skills course is to protect price and avoid unstructured discounting
  • Delegates will understand what a real ‘win win’ outcome looks like and how to prepare for their negotiations with this in mind
  • Through role play exercises and repeated practice, delegates will leave the course with a fresh approach towards the game of negotiation and protecting their proposition with a considered approach towards deal making


COURSE CONTENT:


Preparing to Negotiate

  • What IS negotiation and what are the core skills required?
  • Where does negotiation fit into the buying/selling process
  • Buyer/Seller Tactics
  • The 4 possible outcomes of any negotiation + examples
  • The language of negotiation – do’s and don’ts


How to protect price


  • Identifying your variables
  • Prioritising your variables so you know which are your strongest
  • Questioning skills to identify which variables to use + exercise
  • Role Play Exercise 1

Structuring your negotiations


  • What are the long and short-term objectives for both parties you will need to consider each time you negotiate?
  • Setting your L-I-M
  • Keeping control through your language and small steps
  • Role Play Exercise


Negotiations Clinic – quick fire role play exercises



GET IN TOUCH

 

Contact: Debra Sharron

Mobile: +44 (0)7976 243 776

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