Situational Negotiation™ Skills

Who should attend: All customer/supplier facing personnel and account managers/buyers.

This ‘Blue Ribbon’ event provides delegates with the antidote to the tactics, trends and behaviours that natural and trained negotiators are using in negotiations today. Our goal is to promote “Better Behaviours, More of the Time” to deliver bigger & better deals.
With memorable training techniques, flexed to suit different levels of delegates experience and skills, this event has an immediate impact on commercial results and by using our simple and actionable 3-step preparation tool delegates are ready to hit the ground running. Simple models, catch-fire attitudes and a Situational approach, which is appropriate for all negotiations, will create a common language and purpose throughout our clients’ teams.
Based on research to deal with the latest negotiation trends around the world, this event is practical and built around exercises and role-plays. The learning is applied to client’s own real-life examples on the program to demonstrate application.

Modules:

• The Negotiation Process: What is happening; dispelling the ‘Relationship’ myth.
• Preparing for a negotiation
o Ambition – ‘Try For’, ‘Objective’ and ‘Minimum Like’ positions
o Calculating true worth
o Balance of Power
o Disarming buyer tactics
o Team roles in negotiation
o Planning Starting Positions and Trading Plan to follow up
• Conducting a Negotiation
o Types of Negotiation
o Win-Lose or Win-Win Principles?
o Guidelines and principles to achieving success
o Power tactics and how to handle them.
o Coaching & sustaining plan
• Final Exercise – Bringing it all together

“The days of principled, reasonable and rational negotiations are increasingly behind us. Our customers and clients have moved on and are using natural and trained negotiation tactics to take control from us”