Advanced Negotiation Masterclass
This is a sample outline. For a full outline contact us, we will take a brief from you and produce a more detailed, tailored outline.
Aims
As a result of the workshop, participants will improve their ability to: plan and prepare negotiations, adapt their approach to others, develop creative use of concessions and demands, handle deadlock and tricky situations.
Who Should Attend?
This course is aimed at salespeople who already have a good grasp of negotiation skills and techniques.
Duration
Two to three days
The negotiation mentality
Problem solving and asymmetrical trades
Win/win - myths and realities
Adapting your negotiation style
Planning the negotiation
Concessions: how to choose and use them
The settlement range
Developing and using the maximum supportable position
The early stages of the negotiation
Reading the situation and building rapport
6 ways to make a proposal
Power based negotiations
Practice the tools you have learned - role-plays based on real life situations to identify individual styles, strengths and areas for development. This will enable you to experiment with new techniques and discover how the learning fits together
