Training Duration: 4 Days / 24 Hrs
Introduction to the Training:
In sales and in purchasing, it is necessary to have effective negotiation skills in order to close deals and be successful. This workshop will cover the elements of negotiation, tactics, maneuvers, counter measures and arguments in addition to other techniques and methods that can be useful in negotiating in the business world.
Training Outlines:
- Styles of Negotiations
- Planning the Negotiation
- Structuring a Negotiation
- Personal Power and how to increase it
- Behavioral Analysis
- Dealing with the Four Behavior Styles
- WATNA, BATNA, WAP, and ZOPA
- Negotiation Tactics and Counter Tactics
- Movement and Concessions
- Dealing with Price
Training Objectives:
- Understand the types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
- Understand and apply negotiating concepts: WATNA, BATNA, WAP, and ZOPA
- Identify what information to share and what to keep to yourself
- Understand bargaining techniques
- Apply strategies for identifying mutual gain
- Understand how to reach consensus and set the terms of agreement
- Use the negotiating process to solve everyday problems
