PERSONAL EFFECTIVENESS - Negotiation

Negotiation can make or lose more money for an organisation than any other means. It is one of those specialist skills that require some additional techniques from the salesperson's repertoire. Millions of pounds of sales are conducted every day why is it that some salespeople and some customers obtain much better results than others? The fact is that there are no magic solutions! There are however a number of identifiable key skills and approaches used by experienced sales negotiators which achieve better deals time after time, for both parties.

During two days of films, role-plays and practical exercises which will demonstrate the challenges and pressures that can develop in a live negotiating environment, delegates will experience how advanced techniques can make the difference in every type of negotiating situation.

LEARNING SUMMARY

• Understand and recognise the structure that exists in the negotiation - plan how to apply a structure for more effective negotiations.
• Techniques to manage the negotiation relationship - understand how to build the relationship to form the best 'initial stance' and remain in control throughout.
• The role of communication - probing and questioning in order to obtain the most valuable information.
• Recognise the strategies and tactics used by negotiators - understand the psychological effects of tactics and be one step ahead.
• Assess the impact of bargaining over concessions - ensuring the end result will still be commercially viable.
• Using sources of power and leverage - thinking ahead by expecting the unexpected.
• Negotiating price - understand techniques of price presentation.
• Identify the skills and qualities of a successful negotiator - assess your strengths and weaknesses through role-plays and self-analysis to improve your negotiating style.
  

NEGOTIATING STYLE PROFILE

Introducing the theory and practice of collaborative negotiation, Edison use the Negotiating Style Profile (NSP). Based on Ury and Fisher’s win-win model, the NSP offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation.

Ultimately, participants will learn to focus on those skills and methods that are likely to produce synergistic outcomes.

Step-by-step, individuals will learn what it takes to become a collaborative negotiator — and how to avoid the most common negotiating pitfalls.

Candidate Profile:
Individuals who have had some experience of emotional intelligence but particularly who would like to increase their level of self awareness and become more effective in key areas of their business and personal lives.