Effective negotiation strategies

Target

  • Deepening the knowledge in the scope of negotiation
  • Increasing efficiency of negotiations by a wider selection of tools and awareness of own negotiation potential
  • Exercising practical skills in the scope of negotiation
  • Familiarizing with principles of international negotiations
  • Familiarizing with principles of the course of negotiations
  • Familiarizing with principles of concluding a contract
  • Creating own style of communication and professional image
  • Deepening the skill of negotiating with customers of different personalities
  • Auto diagnosis of own strengths and limitations in negotiations

 

Requirements

The course is addressed to managers, directors, specialists and employees of trade, sales and marketing departments

Coach

Certified Trainer

Program

I. COMMUNICATION

EFFECTIVE COMMUNICATION IN NEGOTIATIONS AND BUILDING RELATIONS WITH A CUSTOMER

  • The importance of the first impression
  • The role of individual approach to a customer
  • Strategies of starting a conversation and familiarizing with a customer
  • Establishing contact and building relations
  • Determining and understanding customer’s needs

TYPES OF CUSTOMERS – A WAY OF EFFECTIVE CUSTOMER SERVICE

  • Identifying customer characteristics
  • Adjusting a style to a customer type
  • Influence through customer’s values

HOW TO KEEP THE ASSERTIVE ATTITUDE IN CONTACTS WITH A CUSTOMER?

  • Assertive refusing and requesting
  • When you can and when you must say “no”?
  • Admonishing a customer culturally
  • Telling bad news to a customer

HOW TO DEAL WITH DIFFICULT CUSTOMERS

  • Reasons for customer dissatisfaction
  • Reacting on emotions and complaints
  • Dealing with manipulation and criticism
  • Dealing with objections

VERBAL AND NONVERBAL COMMUNICATION IN CONTACTS WITH CUSTOMERS – SKILLS THAT SUPPORT NEGOTIATIONS

  • The language of benefits and the language of senses – selection of words and their importance
  • Asking questions – the art of persuasion
  • Leading a conversation – flexibility
  • The art of listening
  • Operating with space and gestures
  • Interpretation of body language
  • Gestures that support and suggest

DRESS CODE – ELEGANT ATTIRE – INFLUENCING NEGOTATIONS THROUGH YOUR IMAGE

  • Attire for business – the art of self-presentation in negotiations
  • Perfect attire for office, meeting, and negotiations
  • Hints in the scope of dressing according to different types of negotiations
  • Informal of formal style?
  • Elements of an attire that build a certain image in customer’s eyes

II. NEGOTIATIONS

INTRODUCTION TO NEGOTIATIONS – WHEN WE SHOULD WHEN WE SHOULD NOT NEGOTIATE?

  • What negotiation is?
  • Elements of negotiation
  • Atmosphere that favour negotiation
  • Comparison of negotiation techniques (collaborating, competing, factual)
  • Test of a negotiation style
  • Principles of affecting based on cooperation
  • Effectiveness and strategies of affecting others
  • Where do we sit – position at the table and techniques of affecting others
  • Difficult negotiation situations

TYPES OF NEGOTIATIONS

  • Sales negotiations
  • Price negotiations – strategies of defending a price
  • Purchase negotiations (with suppliers)
  • Negotiations with partners, internal negotiations

SPECIFICITY OF NEGOTIATING IN INTERNATIONAL BUSINESS

  • Negotiations as a part of business contacts
  • Cultural differences and ways to compare cultures
  • The influence of cultural customs and traditions on the course of negotiations
  • Individual approach to foreign negotiators
  • Elements of international etiquette

CULTURAL DIFFERENCES IN NEGOTIATION STYLES

  • Negotiations with EU partners
  • American way of negotiation
  • The art of negotiation with the Far East countries
  • Negotiation with representatives of Islamic countries
  • Negotiations with post-soviet countries

WAYS TO LEAD NEGOTIATIONS FROM THE INTERNATIONAL POINT OF VIEW

  • Negotiation styles and nationality
  • Cultural emotional division
  • Pro-transaction and pro-collaboration cultures

NEGOTIATION STRATEGY

  • Creating negotiation strategies
  • Negotiation techniques adjusted to a situation
  • Creating “neutral” parameters that give advantage in negotiations
  • Specificity of negotiations in the B2B area

PRINCIPLES OF SOFT AND HARD NEGOTIATIONS

  • Division of negotiations on soft and hard
  • Concession management
  • Practical use of hard negotiation techniques

PRINCIPLE-BASED NEGOTIATION

  • The sense of interest negotiations
  • Separate people from a problem – recognizing and avoiding; transactional and communicational analysis in negotiations
  • Discover opinions of the other side; make the result of talks be based on objective criteria; find several solutions of reconciling opinions
  • When to used interest-based negotiations?

EXPERT NEGOTIATIONS

  • The art of expert negotiations
  • Negotiate without negotiating
  • Creating “neutral” parameters that give the advantage in negotiations

ROLES OF NEGOTIATION TEAM MEMBERS

  • Team leader
  • Team spokesman
  • Tough guy
  • Nice guy
  • Behavior analysts
  • Information analyst
  • Specialist advisor

PLANNING AND LEADING NEGOTIATIONS – STAGES

  • Planning
  • Roles of participants
  • Negotiation sides analysis and learning the other side
  • What our aspirations and initial offers are?
  • What results are we willing to achieve?
  • Working out and analyze possible scenarios
  • Selecting proper negotiation strategy
  • Preparing the plan of actions and argumentation
  • Psychology of creating the first impression and first impression management
  • Starting negotiations
  • Presenting offers
  • Creating a proper negotiation climate
  • Middle stage of negotiations
  • Finishing negotiations
  • Negotiation workshops

INFLUENCE IN NEGOTIATIONS

  • Basic principles of influencing others
  • Techniques of manipulation on the level of facts
  • Techniques of time manipulation
  • Techniques of fact manipulation
  • Techniques of relations and emotions manipulation
  • Workshop – selecting the most effective manipulations

ANTIMANIPULATIONS – NEGOTIATION TACTIS 49 TACTICTS OF NEGOTIATION STRATEGIES

  • FIRST STRATEGY: BASIC DECISION
  • SECOND STRATEGY: BREAKING A DEADLOCK

Ways of acting in a situation of a stopped or very weak negotiation process.

  • THIRD STRATEGY: TIME MEANIPULATION

Manipulating time situation can create favourable conditions and increase tension and pressure on the other side.

  • FOURTH STRATEGY: PROVOCATIONS

Acting incoherent and mysteriously to misled the other side.

  • FIFTH STRATEGY: FULL CONTROL

Control what and how is being negotiated.

  • SIXTH STRATEGY: DIRECT ATACK

A severe, dynamic action of gaining control over, frighten, and rattling the other side’s cage.

  • SEVENTH STRATEGY: BUILDING THE TENSION

Increasing the pressure, introducing the feeling of anxiety.

  • EIGHT STRATEGY: TURN WEAKNESS INTO STRENGTH

Fairly or not use a real or unreal weakness to reach a compromise.

  • NINETH STRATEGY: USE YOUR AUTHORITY
  • TENTH STRATEGY: LOOK FOR COOPERATION

Practicing selected techniques.

HOW TO DEFEND AGAINST ACCUSATIONS?

  • Basic techniques of accusations
  • Techniques of effective defense against attacks and accusations

ME NEGOTIATOR

  • Individual negotiation potential of participants
  • Team is a strength, synergy of negotiation teams
  • Workshops

PERSONALITY IN NEGOTIATION PROCESS

  • Recognizing personality types of negotiation process participants
  • Awareness of own personality type and building an advantage in negotiation
  • Influencing partners in discussion – selecting a proper reaction – four-area behavior model
  • Self-identification of a negotiator and assessment of other according t personality
  • SWOT – strong and weak sides of each of behavior models

There is a possibility to perform participants’ personalities analysis based on the TTI Ltd. INSIGHTS Analysen PERSONALITY TEST by SCHEELEN Instutut fur Managementberatug und Bildungsmarketing personality test.

Methodology

  • Interactive lecture
  • Individual work
  • Moderated discussion
  • Case studies
  • Games, simulations and exercises (in groups and individually)
  • Recordings
  • Role-play
  • Auto diagnostic tests
  • Personality tests

Last viewed

Customer reviews

"„An employee of Uniwersytet Medyczny im. Piastów Śląskich we Wrocławiu participated in MS6425 nad MS6419 courses. We have a basis to recommend Centrum Innowacji ProLearning as a…"

Uniwersytet Medyczny im. Piastów Śląskich we Wrocławiu

więcej

"Lower Silesia Social Policy Center confirms that CI ProLearning has carried out complex training service together with training materials organization in the scope of the training „Principles of first aid for…"

Lower Silesia Social Policy Center

więcej

"„Particiaption of our employees in te course „Complaints and conflict situations handling” contributed to the growth of our products sells and the knowledge gained and applied by our…"

Complaints and conflict situations handling

więcej
  • Our certifications

Course title:

Duration:
Hours daily:
Days:
Localization:
Date:
Net price :

Your information

- See terms and conditions
×

Please fill in the form below in order to sign up for chosen exams.

Code * Name * Date * Time Option
+

Your information

- See terms and conditions
×