Aimed at:
This workshop is designed for sales, marketing, finance and operations staff within the events industry who are searching out ways to maximise revenues.
Workshop Content:
The course content will include the principles of negotiating, looking at different strategies and understanding the communication process, whilst honing skills and techniques to maximise all opportunities.
Method:
A ‘hands-on’ session with opportunity for delegates to practice and enhance existing skills through syndicate exercises and individual analysis.
Course Objectives:
The course will train delegates to examine methods of enhancing existing contracts, as well as negotiating new packages. Whether you are buying or selling, this workshop will develop your skills to ensure you maximise each deal.
Course Content Includes:
The Principles of Successful Negotiation
o Planning for negotiation success: preparation checklist
o The negotiation process and the environment
o Desired and possible outcomes, and how to control them
o Setting primary and secondary objectives
o The shape of a negotiation: the ideal sequence of events
o The qualities and behaviours of outstanding negotiators
Creating The Desired Environment
o Identifying personal behaviour and attitudes
o Amending personal style and behaviour to gain the best results
o Initiating, reacting and clarifying behaviours
Specific Negotiation Strategies
o Types of negotiation: short and long-term, political
o How this negotiation will affect future relationships
o The desired relationship with counterparts
o Dealing with pressure tactics
o Overcoming stalemates and deadlocks: ensuring a ‘win-win’ situation
Specific Negotiating Skills
o Negotiating with suppliers
o Internal negotiations between departments
o External negotiations with ‘clients’