Professional Development Courses: Professional Communication
Advanced Negotiating Skills
This is a two-day course in Advanced Negotiating Techniques ddesigned to help participants understand and use some tools to ensure more effective negotiations. Several workshops and discussions will focus on the application to current issues.
COURSE CONTENT
Elements of a Buyer-Seller Negotiation
- What is the Meaning of Negotiation
- The Flow of Negotiation
- Six Basic Negotiation Areas
- Comparing the Three Spheres of Negotiation
- Three Steps from Conflict to Negotiation
- Eight Actions to get to Negotiation
- Four Fundamentals of Principled Negotiation
Strategies for Effective Negotiation
- Knowing the Rules of Negotiation
- Understanding the Dynamics of Conflict
- Using the Ten Pillars for Effective Negotiation
Assessing your Negotiation Style
- The Three Basic Negotiation Styles
- Negotiation Ethics
- Sources of Negotiation Power
- Eight Actions to get to Negotiation
Preparation: The Key to Successful Negotiations
- Plan a Concrete Strategy
- Identify Goals - What is to be Achieved
- Build the Fact Case - Collect Background Information
- Select Alternatives to various Buying Decisions
- Identify Strengths and Weaknesses of the each Alternative
- Identify your Competitive Advantage
- Identify Walk away Postition
Critical Skills for Clear Negotiation Communication
- The Major Elements of Communication
- Types of Communication Problems
- Non-verbal Negotiation Skills
- Guidelines for Asking Effective Negotiating Questions
Strategies for Overcoming Obstacles
- Alternatives 8 Strategies To Avoid
- Actions to Implement to Move the Negotiations Along
- How to Sense, Understand and Respond to Resistance
- How to Understand the Global Impact of Various in the Buyer - Seller Relationship
- Steps in Dealing with Difficult People
The Process of Closing the Deal
