Winning Negotiations
A powerful seminar, sharing and practising proven techniques which give delegates a winning edge - more sales and better margins - presented as an open course or in-house – 1 day
With in-house courses we customise the simulations to include typical situations which staff experience, then add levels of complexity to let delegates practice their newly learned skills.
Open Courses run in Auckland every month, subject to demand. The next course is:
Friday November 23rd Investment $495 + GST
Among the many critical areas we cover are:
- Preparation- timing, location, agendas, choice of style, team roles- using a planning sheet
- Background knowledge of other party-recent history, people, market
- Probing for real needs rather than wish lists –identifying common ground
- Styles of negotiating; preferred v necessary –delegate self analysis
- Use of strategy / tactics / counter-tactics – dozens of techniques which work
- Body language -understanding, recognising, using
- How to manage conflict and difficult people – handling pressure
- Zones of Possible Agreement – how to identify:ideal, acceptable, resistance
- Initial offers- anchoring- using reasoning- managing counter offers -framing offers
- Deadlocks and how to break them
- Managing and giving concessions- valuing the "tradeables"
- Price/margin management- handling price objections, maintaining prices,improving margins, bundling/unbundling offers
Who will benefit
All staff involved in any area involved in negotiating or influencing deals - that really is most of us, whether in management, sales, purchasing, client services; anyone who liaises with clients or suppliers
Course Outcomes
At the end of our course delegates will be able to:
- Manage commercial negotiations more confidently and professionally
- Use a strong methodology guaranteed to deliver results
- Deliver improved sales results/ better purchasing outcomes
- Handle stressful situations with a proven technique
- Understand and use appropriate strategies, tools and tactics
- Use proven styles and techniques to achieve best results
- Negotiate superior deals and create extra value.... and...
- Deliver strengthened relationships with clients and suppliers
Turners’ staff examining negotiating styles