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‘It takes two to make a bargain’ - English proverb
PROGRAM OVERVIEW
 Duration: 1 day & 2 day programs tailored
Investment: GROUP RATE APPLIES (maximum group size 14 - larger group
sizes and/or multiple program delivery to be negotiated)
Introduction/ Descriptor:
These hands-on programs will enhance participants’ negotiation and influencing skills and their ability to achieve desired outcomes in both professional and personal lives.
Programs reveal a myriad of techniques, tips and tools to become a more persuasive, confident negotiator. Participants will learn negotiation behaviours and experience personal insights to enhance their working relationships and also develop their own negotiation style. The programs are dynamic and experiential to ensure full, active participation for everyone through ‘real life’ activities and self reflection.
Topics covered include:
- Understanding the communication process and the key elements of communication
- Appreciate how and why people send and receive information differently
- The impact of successful negotiation: sustainable success
- Experience the ‘Jelly Bean Game’ of Negotiation
- Appreciating different negotiation styles
- Handling Objections…and why they are a good thing!
- Questioning techniques for information access an influence
- Understanding the difference between influence versus manipulation
- Lifting the perception of your offer
- Win/Win Analysis: Needs analysis – exactly what do we want?
- Managing the negotiation process
- Appreciating the Barriers to effective communication
- Formulating negotiation strategies to manage the process and get the results you want
- Active listening – an art for everyone
- The power of empathy
- Coaching and using effective communication for success.
- Giving and receiving feedback
- Using email with impact – avoiding confusion and saving time!
- Questioning techniques – getting the information and answers you want
Topics covered:
This advertised outline acts as a guide to the course content and may alter to better address participant requirements.
Course Suitability: If clarification is needed for course suitability/relevance, please contact us.
Who should attend:
Anyone whose role encompasses negotiations with others and wishes to enhance their capability in this area for better results.
Managers, team leaders, sales & marketing teams/forces, account management teams, customer service teams.
Format / Program structure:
Highly interactive program involving group discussion, experiential activities and reflective exercises.
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