The concept of negotiation is relatively easy to understand. However, mastering the art is a whole lot more complicated and difficult to accomplish because it not only involves techniques, but also requires certain behavior that is not always easy to adopt. In fact many people are intimidated by the mere thought of having to negotiate with someone else and although they will usually do their best to get a good deal, they may well be losing out more often than they realize.

Introduction

Negotiation is a process and it requires a positive attitude, sound knowledge and plenty of practice in order to be able to manage successfully with confidence and ease. That said, the benefits of being a competent negotiator far outweigh the effort it might take to get there. This program provides a solid understanding of the theoretical aspects of negotiation, as well as an opportunity to practice, transfer and apply the theory and techniques into everyday sales situations.

Benefits

On completion of this program, you will:

• Fully understand the nature of negotiation and the associated benefits;
• Understand the key concepts of negotiations, negotiation relationships and negotiation styles;
• Understand the role of their own personality and conflict handling disposition in negotiations;
• Be able to prepare and plan for a negotiation;
• Understand all the factors that affect the climate of the negotiation and how to use these to best advantage;
• Understand how to negotiate for common ground;
• Understand how to conduct truly persuasive communication;
• Understand how to deal with conflict and aggression;
• Be able to demonstrate the capability to apply these fundamental negotiation skills.

Logistics

Negotiate a Better deal is a three day course, comprising of three sessions.
Session One covers the major theoretical elements of negotiation as well as the human behaviour required in order to be successful.

Session Two covers the fundamental steps required, to plan and prepare adequately prior to negotiation and what factors can affect the climate in which the negotiation takes place.

Session Three covers how to find the common ground in the negotiation, how to ask questions and answer them as well as how power is gained and lost and when it is best used. The session will also cover how to master persuasive communication in order to gain advantage, sway opinions and change attitudes.