The Power to Negotiate-Key to Sales

Course overview

This course, “Negotiation Skills: Achieving Success in the Boardroom and Beyond,” is designed to provide participants with the knowledge and skills necessary to effectively negotiate in a variety of settings. The course is divided into six modules, each focusing on a different aspect of negotiation.

Module 1, “Negotiation Introduction,” will define what negotiation is and introduce the concepts of integrative and distributive negotiations. Participants will also learn about the three phases of negotiation and the skills necessary for successful negotiating.

Module 2, “Preparing for a Negotiation,” will cover the importance of establishing your WATNA and BATNA, identifying your Wap and Zopa, creating a negotiation framework, and personal preparation.

Module 3, “Negotiation Phases,” will focus on the different phases of negotiation, including exchanging information, bargaining, closing, and reaching consensus. Participants will also learn about building agreements and setting the terms of the agreements.

Module 4, “Dealing with Difficult Issues,” will cover strategies for dealing with environmental tactics, personal attacks, and controlling emotions.

Module 5, “Negotiating Outside the Boardroom,” will adapt the negotiation process for smaller negotiations and cover negotiating via telephone and email.

Module 6, “Negotiating on Behalf of Someone Else,” will cover the strategies for negotiation on behalf of others and dealing with tough questions.

By the end of the course, participants will have a thorough understanding of the negotiation process and the skills necessary to successfully negotiate in a variety of settings.

• This course is suitable for professionals at all levels who want to improve their negotiation skills, whether they are negotiating on behalf of themselves or their organization.
• It is particularly useful for professionals in sales, procurement, human resources, and management roles.
• The course is also suitable for entrepreneurs and business owners looking to improve their negotiation skills to grow their businesses.
• Participants should have a basic knowledge of business and management concepts.

Learning Objectives

• Understand the fundamental concepts and principles of negotiation
• Learn the different types of negotiations and when to use them
• Develop the skills and techniques necessary for successful negotiation
• Learn how to prepare for a negotiation and establish a strong position
• Understand the different phases of negotiation and how to navigate them effectively
• Learn how to deal with difficult issues and tactics during negotiation
• Learn how to adapt the negotiation process for different scenarios, such as small negotiations or virtual communication
• Understand the importance of representing the interests of others during negotiation

Personal Benefits

• Improved ability to communicate and negotiate effectively in a variety of situations
• Increased confidence in handling difficult conversations and conflicts
• Greater understanding of how to prepare for and navigate the negotiation process
• Improved ability to reach mutually beneficial agreements
• Greater understanding of how to manage emotions and remain calm under pressure

Organizational Benefits

• Improved ability to negotiate with external stakeholders and partners
• Increased efficiency and effectiveness in resolving conflicts and reaching agreements
• Greater understanding of how to represent the interests of the organization during negotiations
• Improved ability to create win-win solutions that benefit both parties
• Increased ability to effectively manage and resolve disputes, leading to a more positive and productive work environment.

Our Unique Training Methodology

• This course will be delivered through a combination of interactive lectures, group discussions, and role-playing exercises.
• Participants will have the opportunity to practice the concepts and techniques learned through the course in simulated negotiation scenarios.
• The course will be facilitated by experienced negotiation professionals who will provide feedback and guidance throughout the training.
• Participants will also be provided with course materials, including a course handbook and additional readings, to support their learning.
• There will be opportunities for participants to ask questions and discuss real-world examples during the course.

Training Medium

This Behavioral Interviewing training is designed in a way that it can be delivered face-to-face and virtually.

Course Modules

Module 1: Negotiation Introduction

• Define negotiation and its importance in achieving mutually beneficial outcomes
• Discuss the difference between integrative and distributive negotiations
• Outline the three phases of the negotiation process: pre-negotiation, negotiation, and post-negotiation
• Introduce the key skills needed for successful negotiating, including effective communication, active listening, and problem-solving

Module 2: Preparing for a Negotiation

• Explain the importance of establishing your WATNA (Worst Alternative to a Negotiated Agreement) and BATNA (Best Alternative to a Negotiated Agreement)
• Teach how to identify your WAP (Wish, Aspiration, and Priority) and ZOPA (Zone of Possible Agreement)
• Provide guidance on creating a negotiation framework, including determining the purpose of the negotiation, setting goals, and identifying potential roadblocks
• Discuss the importance of establishing common ground and building rapport with the other party
• Outline the steps for setting the time and place for a negotiation, including choosing a location that is neutral and comfortable for all parties
• Provide tips for personal preparation, including understanding your own negotiation style and preparing for potential objections

Module 3: Negotiation Phases

• Detail the information exchange phase, including how to ask open-ended questions, active listening, and sharing relevant information
• Explain the bargaining phase, including how to make offers, counter offers, and concessions
• Outline the closing phase, including how to reach consensus, build an agreement, and set the terms of the agreement
• Describe the post-negotiation phase, including how to follow up, document the agreement, and celebrate the success

Module 4: Dealing with Difficult Issues

• Provide strategies for dealing with environmental tactics, such as delays and distractions
• Outline how to handle personal attacks and maintain a professional demeanor
• Discuss the importance of controlling emotions and the potential consequences of losing control
• Provide guidance on deciding when it is time to walk away from a negotiation

Module 5: Negotiating Outside the Boardroom

• Discuss how to adapt the negotiation process for smaller negotiations, such as those conducted over the phone or via email
• Provide tips for negotiating via telephone and email, including how to effectively communicate and build rapport

Module 6: Negotiating on Behalf of Someone Else

• Outline the responsibilities of negotiating on behalf of someone else, including understanding their interests and priorities
• Provide guidance on choosing the negotiating team, including how to select individuals who possess the relevant skills and knowledge
• Discuss how to deal with tough questions and objections, including how to address concerns and provide relevant information.