Negotiation Skills
Course Overview
Negotiation is crucial in our daily life; we can surely argue that “the success of our business is profoundly based on negotiation”. Enrolling in a negotiation skills course program further enhances our ability to excel in these essential interactions and navigate them with confidence and success.
Anticipating what others may say or ask gives the person the critical advantage at transacting any business and professional deal. Negotiation experts have said that life itself is just one continuous negotiation sequence.
Whether you are at work involved in a variety of professional issues or at home indulged with personal issues, being skillful as a negotiator is essential to your success. Once a person obtains a better understanding of the various analysis techniques or tools available to use in the development of his or her negotiation range, enrolling in a negotiation skills course will further enhance their preparation to develop a strategy for the upcoming negotiations!
Goal of Course:
This negotiation skills course program will address some of the negotiation techniques and strategies in the modern business climate. It will allow delegates to reach a mutually satisfactory result on a matter of common concerns. Delegates will be able to examine how a mutually satisfactory result is vital, because even though the parties may have opposing interest, they are dependent on each other. The delegates as a result will be equipped with practical negotiation skills that will help them in building long-terms results.
During the negotiation skills course delegates will understand that the art of making a deal is through persuasion rather than enforcement, and the skill is in making the other person your friend, rather than your enemy. They will be able to see that Negotiation is the art of choosing the right strategy for each situation, painting the right business picture, projecting the right personal image, doing the right research, offering the right inducement, applying the right pressure at the right time, asking the right questions and demanding the right extras.
“Remember, in business you get what you negotiate, not necessarily what you deserve”
Duration:
2 days
Language:
English / Arabic
Training Objectives
- Increase confidence and competence in negotiations
- Be conscience of actions and their repercussions
- Enhance both the relationship with clients and profitability of deals by trading concessions
- Understand key questioning skills using SPIN® formula from Neil Rackham and Huthwaite research
- Understand key motivation triggers and ask specific questions to uncover such triggers
- Use a six-point planning format to assist in preparing for future business and personal negotiations
- Deal with more complex negotiating situations professionally and profitably
Module Outlines
Module 1: Introduction to negotiation
- Identifying strengths and development areas, of advanced negotiators
- Designing successful outcomes – attitude is everything
- Developing rapport through Verbal and Non-Verbal Communication
Module 2: Preparing for negotiation
- Questioning and listening skills, SPIN® and motivation triggers
- Roles for team negotiating
- Planning negotiations, phases and stages and making proposals
- Creating and inventing options for mutual gain
- Using BATNA, ZOPA, WATNA, Bottom Line and Anchoring in negotiation context
Module 3: Exchange information and bargain
- Understanding common and conflicting interests
- Dealing with conflicting interests in a multi-cultural environment
- Summary-Video film “The Art of Negotiating”
- Trading concessions
- Negotiation through Phone Calls
- Negotiation through e-mails
Module 4: Closing the Negotiation
- Negotiating Profitable Deals
- Handling customer concerns and dealing with price resistance
- Closing deals and the follow up service
Customized Learning
Leap To Success is offering a variety of learning options to meet current realities and can be adapted to suit your business needs. These options include variants of online, blended and on-site course formats.
Face To Face Learning
Enabling you to have a face to face interactive and engaging learning experiences led by renowned industry experts and thought leaders with extensive practical experience who will employ a variety of interactive learning techniques, including short high-impact videos, case studies, assessments, role plays ,in addition to on-going support.
Virtual Learning Labs
Interactive online learning held in real-time using Zoom and are led by international subject matter experts who incorporate case studies, breakout rooms, guided practice, simulations and discussions to maximise your learning experience.
General Methodology
Similar to any L2S training program, this program offers an interactive learning experience in which will allow the delegates to reflect on their learning through an informative, indulging, and fun classroom experience. The design of the training session focuses on the following attributes.
Concrete Experience: The delegates will learn by doing
Reflective Observation: Reflecting on the newly experienced skill-set
Abstract Conceptualization: Developing deeper understanding to the learned concepts
Active Experimentation: Providing the delegates with realistic tools that can be tested in the real life
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