Negotiation Skills - Course Overview

This programme provides delegates with a series of tools, techniques and strategies to be deployed in contract negotiations with clients. The appropriate use of these strategies enables the effective negotiator to bring a protracted sale to a close by 'bridging the gap' between the needs and wants of the buyer, and the requirements of the vendor.

Course Content

• The art of negotiation
• The problem solving approach / WIN/WIN
• The negotiation framework
• Bargaining exercise
• The psychology of negotiation
• The balance of power / Negotiation styles
• Decision criteria
• Preparation, preparation, preparation
• Buyer negotiation role-play
• BATNA definition
• Organising your trades
• Tactics, tricks and threats
• Seller negotiation role-play

Who Should Attend

This course is suitable for those people involved in the act of negotiating financial, operational and contractual terms and conditions with clients. The course is appropriate for both experienced and inexperienced negotiators.

Course Objectives

• Set clear objectives and plan for every anticipated round of negotiations
• Act as a Smart Seller, especially when faced with a Smart Buyer
• Select and use negotiation strategies appropriate to the situation
• Negotiate and win 'good' business
• Have the courage to walk away from what is obviously a 'bad' deal
• Enable the customer to agree and commit to WIN/WIN terms and conditions