Negotiating With Sharks


Negotiating With Sharks

Negotiating With Sharks

Course Duration: 2 Days


In today's challenging business environment where everyone takes position, how do you negotiate to get what you want without giving too much of what you have?

Everyone negotiates on a daily basis; childrena and parents, job seekers and managers, customers and sellers, business owners and governments. Beyond the world of buying and selling, people use negotiation for a variety of reasons which includes disputes, conflicts, deadlines, or viewpoints. The people we negotiate with might be better trained in negotiation, or they could be more skillful through their past experiences. So, if we negotiate with people whose intent is simply to win at all cost, usually at our expense, how do we ensure a final agreement that will work for all parties? How do we make sure that the size of our win is as big as it can be?

This intensive, hands-on, activity driven program teaches skills that boost better results through an increased understanding and effective implementation of the negotiation process. It helps sharpen the negotiation skills of even experienced negotiators, empowering you to maximize every negotiation opportunity. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when facing any negotiation every time.

High Impact Negotiation Skills: Advanced Full Suite focuses on the following areas:
  • Communication
  • Influence
  • Language
  • Persuasion
  • Power

Learning Outcomes / Benefits

At the end of this session, participants should be able to:
  • Develop effective negotiation strategies with key behavioral elements
  • Discover negotiation techniques that can be used according to the needs and demands 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

Day 1:

Module 1: Overview

  • Selling vs negotiating
  • Objection handling vs negotiation
  • Definition of negotiation
  • Expectations and challenges
  • The negotiation process

Module 2: Being Effective In Customer-Centered Negotiation

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

Module 3: Key Pillars In Communication

  • Discovery questioning
  • 6 types of questioning
  • 3 techniques in discovery questioning
  • Active listening
  • 6 techniques in active listening

Module 4: Planning For Negotiation

  • 3 key objectives
  • 5 Critical Information
  • Variables
  • 5 Power Factors
  • Trading Plan

Day 2:

Module 5: The Explore Stage

  • Understand the context for negotiation
  • Looking for ZOPA ana NOPA
  • Developing BATNAs
  • Listening and questioning
  • Identify needs and priorities

Module 6: The Propose Stage

  • Anchoring
  • Managing expectations
  • Defining objectives
  • Breakpoints, Stretch Targets and Great Deals
  • Move Plan

Module 7: The Counter Stage

  • Tactics and defense
  • Making counterproposals
  • Compromise, Hold and Trade
  • Using variables
  • Unlocking values

Module 8: The Agree Stage

  • Reaching an agreement
  • Summarizing, confirming and re-confirming
  • Logical vs acceptable
  • The Law Of Constant Change

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