SHARPEN YOUR NEGOTIATION SKILLS

Next Course: To Be Confirmed
Course Duration: Two Day
Venue: Bewley's Hotel, Ballsbridge, Dublin 4
Fees:

Inhouse: This course can be customised for in-house training

Course Aims:

Negotiation is the lifeblood of business. It sets a value on everything you do and determines everything your organisation will be. Seen in this light, the ability to negotiate effectively is utterly crucial to success for sales managers and sales people.

This is more important than ever now. In an extremely difficult economic climate, deal making has become more sophisticated and aggressive. If your organisation is to hold its own, it is vital that your negotiating skills are as effective as they can be.

This intensive two-day course will give you the skills, techniques, tactics and strategies to ensure that your organisation consistently secures the best deal achievable in any negotiating environment.


Course Benefits: On completion of this course you will:

• Clarify your objectives in negotiation and set goals
• Understand the difference between selling, negotiation, influence, manipulation and persuasion and how to adopt an interest based approach to negotiation for a mutual gains outcome
• Understand the two types of negotiation and how and when to use both: creating v’s claiming value
• Set the stage for productive negotiations: the elements of negotiation that define success
• Manage the negotiation process through its different phases in order to achieve a mutually beneficial conclusion by understanding which needs will provide the strongest source of motivation to the person(s) you are dealing with
• Construct a total negotiation overview to determine your personal position, the other party’s core competences, corporate strengths and weaknesses, and your competitive differentiation 
• Identify negotiation behaviours, objectives, motives and tactics in order to maximise your position and maintain a good ongoing relationship 
• Develop problem solving techniques, understand adversarial versus partnership negotiation and identify the true power and position of both parties  
• Prepare and design a total negotiating plan, including performance objectives, for immediate implementation on return from this course that are practical and will work.

Who should attend?

• Managers and sales executives who need to make their negotiations more effective and sharpen their deal making skills
• Senior and middle management who wish to optimise their negotiation skills and commercial deal making
• Commercial and industrial negotiators
  

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