TAILOR MADE TRAINING (IN COMPANY)
Negotiation is a balance between communication, persuasion and strategy. It enables people to bridge gaps, find common ground and achieve mutual benefits. This course will give you the knowledge and techniques you need to become a more confident, competent and persuasive negotiator.
Improve your ability to influence, persuade and achieve favourable results in any negotiation scenario.
KEY OBJECTIVES
1. Learn how to prepare for a negotiation and master the win/win strategy.
2. Learning to apply an effective negotiation method and style.
3. Identifying and observing the other party’s non-verbal behaviour.
4. Learning how to respond to difficult negotiators.
PROGRAMME
Introduction
Prerequisite knowledge.
- What is a negotiation?
- Description of a negotiation.
- Points to bear in mind during negotiation.
- Profile of a good negotiator.
The different negotiation strategies.
- Competitive or confrontational.
- Cooperative or reflective type.
Win/win strategy.
- Collaborative or reasoned negotiation strategies.
- Negotiation exercises.
Preparing for negotiation.
- What results do I want to achieve?
- At what level do I want to negotiate?
- Learn to make an objective assessment of the balance of power.
- Discover your room for manoeuvre (BOZO and ZOPA).
- Preparing your behaviour.
- Organising the negotiation.
- Negotiation exercises.
The phases of a negotiation.
Your company’s negotiation method:
- The atmosphere.
- Historical background.
- The negotiation agenda.
- Start of negotiations.
- Decision and conclusion of an agreement.
- Contractualising the agreement.
- Negotiation exercises.
Practical negotiation techniques (exercises)
- Observing the other party.
- Non-verbal attitudes and their significance in negotiations.
- The hidden meaning of words and sentence structures.
What are the best questions to ask during a negotiation?
- Closed questions?
- Open questions?
- Mirror questions?
- Counter-questions?
- Passing questions?
- Strict questions?
- Leading questions?
- Control questions?
- What if?
Persuasion and persuasion.
- Negotiation exercises.
How to respond to objections during negotiation.
- Reasons for objections.
- Types of objections. (+exercises)
Knowing hard bargaining techniques: (+exercises)
- 12 techniques used by the other party to lower the price.
- Obtaining compensation. (+exercises).
- How to stand firm in the face of attacks from your counterpart?
- How to get out of an impasse.
- Prompting a decision and making the conversation flow more smoothly.
Common mistakes in negotiations. (+exercises)
- Technical errors.
- Communication errors.
- Errors in negotiation dynamics.
- Behavioural errors.
- Pitfalls to avoid.
Individual action plans and decisions.
TRAINING METHOD
Discover
Participants complete an online assessment of their negotiation skills via web tool prior to the training. The participants are also given the opportunity through this web tool to communicate specific questions and expectations to the trainer. This allows us to further customize the training.
Deliver
- 2 non-consecutive intensive training days.
- Negotiation cases are drawn up by mutual agreement and come from the context of the company.
- Exercises and role plays (recorded or not on video) with audiovisual analysis and individual feedback using handy negotiation observation sheets.
- Mnemonic sheets with tips & tricks.
- Action plan and objectives to be achieved.
Decondition
VAH Consulting offers several options to further apply the learned skills and techniques in the future. Please feel free to contact us for more information.
Check out the complete training offer of VAH Consulting.
More information
Contact us for more information. If you would like more information about the content, you can always request an appointment with no obligation.
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