High Impact Negotiation Skills

Course Duration: 2 Days


This intensive, hands-on activity driven program teaches skills that boost better results through increased understanding and effective implemntation of the negotiation process. It helps sharpen the negotiation skills of even experienced managers, empowering you to take advantage of every negotiation opportunity. Yu will have the ability to create the greatest positive impact at every given opportunity when facing any negotiation every time.

Course Objectives

After completing the training, you should be able to:
  • Develop your own successful negotiation style with key behavioral elements
  • Discover negotiating strategies that can be used according to the needs and demand of your organization
  • Employ different tactics in situational negotiations
  • Identify and negotiate the best outcome possible
  • Understand and employ the key skills and processes to negotiate successfully

Key Content

Module 1: Overview - The Keyhole Model

  • Definition of negotiation
  • Mapping our negotiation strategy
  • The negotiation process
  • Planning and preparation

Module 2: Being Effective in Customer Centered Negotiation

  • Applying learning in negotiating to different buyers
  • What customers say and do and what is important to them
  • What we do more of when negotiating with different buyers
  • What we avoid doing when negotiating with different buyers
  • Revealing our blind spots

Module 3: Key Pillars in Communication

  • Discovery questioning techniques
  • Funnelling
  • Active listening techniques
  • The art of being curious
  • Summarizing and prioritizing needs

Module 4: Planning for Negotiation

  • Objectives
  • Information
  • Variables
  • Power
  • Trading Plan

Module 5: The Explore Stage

  • Understand the context for negotiation
  • Looking for ZOPA
  • Developing BATNAs
  • Listening and questioning at work
  • Identifying needs and priorities

Module 6: The Propose Stage

  • Achoring
  • Managing expectations
  • Defining wants, breakpoints and first proposal
  • Negotiation planning instrument
  • Tactics and defense

Module 7: The Counter Stage

  • Making counter proposals
  • Holding
  • The value of compromise
  • Using variables in move plan
  • Unlocking values

Module 8: The Agree Stage

  • Reaching an agreement
  • Summarizing, confirming and re-confirming
  • Logical vs acceptable
  • The law of constant change
  • Follow up