Negotiation Skills

Overview

Attendees will learn the very latest negotiation techniques. Once attended, techniques learnt can be used immediately for maximum impact and immediate results.

Objectives

  • Understanding the very latest negotiating skills
  • Communication techniques
  • Building rapport
  • Rehearsals
  • Conversational hypnosis
  • Anticipate compromise
  • Win/Win
  • 80/20 rule
  • 6 handshakes
  • Walk away point
  • Outcome
  • Increased sales
  • Increased profits
  • Professional approach to purchasing and selling
  • Confidence in negotiation
  • Projecting success
  • Visualization

Who Should Attend?

All Managers and those responsible for procurement negotiation with clients.

Course Outline

  • Brain Maximum Performance Exercise
  • Priorities for Negotiation Exercise
  • Overcoming Negotiation Obstacles
  • The 40 Golden Rules of Negotiation
  • Anticipate Compromise
  • Bargaining
  • Bargain Zone
  • BATNA
  • Be Honest
  • Challenges in Negotiation
  • Characteristics of an Effective Negotiator
  • Close with Confirmation
  • Common Mistakes
  • Common Procedures in Negotiation
  • Compromise
  • Communication
  • Confidence
  • Distributive/Integrative Negotiation
  • Don’t Ask, You Don’t Get
  • Do Not Assume the Other Person Knows
  • What You Kno
  • Do Not Negotiate
  • Do Not Underestimate Your Power
  • Dressing
  • Give Before You Ask
  • Leave Behind Your Ego
  • Negotiation and it’s Features
  • Never Accept or Make the First Offer
  • Never Disclose Your Bottom Line
  • Never Doubt Yourself
  • Objectives
  • One Sentence That Makes People do What
  • You Want
  • Opening Position
  • Patience
  • Prepare, Prepare, Prepare
  • Powerful Negotiation Words
  • RADPAC
  • React Sensibly
  • Red/Blue/Purple Negotiating Styles
  • Remember Most People are Bad Negotiators
  • Remember the 80/20 Rule
  • What Does Your Opposition Want?
  • What do You Want?
  • What if You do Not do a Deal?
  • ZOPA
  • Important Points to Remember
  • NLP Negotiating Techniques
  • What is NLP?
  • The Most Effective NLP Techniques in
  • Negotiation
  • Anchoring
  • Aura
  • Bell Jar
  • Big Junkers and Little Junkers
  • Body Language
  • Body, Mind and NLP
  • Conversational Hypnosis
  • Eye Accessing Clues
  • Knowing What You Want
  • Lying Indications
  • Outcomes
  • Take Action
  • Power of the Subconscious Mind
  • Rapport Building
  • Relaxation/Thinking Technique
  • Role Models
  • Stepping into the Other Person’s Shoes
  • Successful Person Modelling
  • The 6 Handshakes
  • VAK
  • Visualisation
  • Important Points to Remember

Read more about C&P’s Corporate Training Courses