How to research and establish the other persons position (business negotiation stance)
Day 2
Structure your Negotiations
Understanding negotiation structure
How to best plan, prepare and coordinate a major business negotiation meeting or ongoing negotiations
Discover how to establish shore and longer term objective and opportunities
Understanding the basic legal and organisational requirements of what constitutes a ‘deal’
Day 3
Verbal Negotiation Skills
Advanced Communication Skills
Active Listening Skills
Brilliant Body Language
Be aware of and use signals
Discover how to fully qualify the other party’s needs, requirements and constraints during the negotiation process by using advanced questioning and listening skills
Pre-empting negotiation objection
Delivering assertive proposals
Day 4
Non verbal Skills
Understanding the importance non-verbal communication and reading other people effectively
Buying signals
Creative use of variable within negotiation
Structure of business negotiations
Minimise and optimise concessions
Day 5
Proposing and Packaging your position
Identifying key variables that can be negotiated
The power of ‘authority’ during your negotiations
The needs and motivations that exist in negotiation
Price
The key reasons people will pay your asking price
Key differences between selling and negotiating
Presenting ‘price’ in the most effect and persuasive manner
Negotiation -Tactics and Strategies
Key strategies and techniques to use in negotiation