Negotiating Complex Deals - 2 Days
Applicable For: Experienced negotiators
Overview
Negotiation is rather like chess in that the rules are simple to grasp but the game, due to endless combinations and possibilities, can take years to master. In this course we aim to develop a range of skills that will help sales people to deal with more complex negotiations and with more experienced negotiators. They will also learn how to adapt their skills depending upon the time frame in which the negotiations must be completed, and to deal with the challenges of group negotiations and deadlock situations.
The delegates will leave the course able to identify the appropriate style of negotiation to adopt and how to apply “Principle Centred Negotiation” tactics to ensure a win-win in the most difficult circumstances.
In order to get the best out of this course, delegates must have completed the Negotiation Skills course or similar. The programme is almost entirely practical. Comprehensive feedback on the delegate’s performance in the exercises is given and action plans agreed for up-coming negotiations.
Key Learning
- What is your negotiating style
- What makes an outstanding negotiator
- Principle centred negotiation
- Managing the balance of power
- Physical tactics used to tip the balance of power
- How to control/manage your body language
- Psychological tactics used in negotiations
- Developing arguing power
- The art of arguing well
- Strategies and tactics for different negotiators
- The long term negotiation
- The short term negotiation
- Resolving deadlock
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