Strategies, Tactics and Behaviours for Successful Negotiations
By the end of the workshop participants will be able to:
Understand the process of negotiation and influences that come into play
Accurately assess the possible outcome of your next negotiation
Create or amend the environment in which you are negotiating
Handle “hard as nails” negotiators on equal terms
Reach an agreement which suits the needs of all parties
Workshop Overview
Effective Preparation before the Negotiation
assessing your position and that of the other negotiating team
identifying best and worst outcomes
agreements, profit, volume or terms
identifying your ‘trade offs’ and their values
focus on the specific needs of the individual participants on the workshop
setting primary and secondary objectives
planning the strategy
Types of Negotiation
short term and long term
“one to one” and team negotiations
when to negotiate, sell – or move on
Negotiating Styles and Behaviours
qualities, skills and behaviours for effective negotiation
your style and the implications
influencing the environment
dealing with bullies and pressure
applying pressure – gently
amending your style and behaviour to get the best results
Questioning Techniques
information gathering, blockbusting and multi-level questioning
QUEST tm
Precision Listening and Accurate Assessment
fully understanding the situation and the pressures the other person is under
Criteria for Success
establishing a “win-win” situation
positions versus interests
Tactics and Strategies used by Your Opponents
what your negotiating partner doesn’t want you to know
what if the person you are negotiating with has been on the same workshop!!!
How to Handle Objections and Difficulties
avoiding deadlock
dealing with manipulative behaviour