Profitable Negotiations – in company training
Many sellers and buyers alike still treat negotiations as haggling over price. As a result, typically they either get stuck in deadlock or the deal they strike leaves much to be desired. There are plenty of non-financial variables, however, the use of which can bring mutual benefits. Of course, this requires thorough preparation, something we put a lot of emphasis in our training.
Negotiation proficiency is also a must when we’re looking to gain commitment, improve cooperation or get funding for an important project. We need to firmly pursue our goals while taking into account the emotions, feelings and interests of our stakeholders. We need to understand that entrenching ourselves is futile, and that the only means to a satisfactory outcome is by trading concessions.
Furthermore, the course will benefit anyone negotiating contract terms or agreements. If you’re a business owner or freelancer this is your opportunity to learn how to secure your interests, even when your business partner seems to have more power.
These are just some aspects of our training. Make sure to enroll for the course to learn all the ins and outs of profitable negotiations!
Target group: Sellers, buyers, project managers, business owners, freelancers and anyone wishing to advance their negotiation skills.
Profitable Negotiations – in company training
Many sellers and buyers alike still treat negotiations as haggling over price. As a result, typically they either get stuck in deadlock or the deal they strike leaves much to be desired. There are plenty of non-financial variables, however, the use of which can bring mutual benefits. Of course, this requires thorough preparation, something we put a lot of emphasis in our training.
Negotiation proficiency is also a must when we’re looking to gain commitment, improve cooperation or get funding for an important project. We need to firmly pursue our goals while taking into account the emotions, feelings and interests of our stakeholders. We need to understand that entrenching ourselves is futile, and that the only means to a satisfactory outcome is by trading concessions.
Furthermore, the course will benefit anyone negotiating contract terms or agreements. If you’re a business owner or freelancer this is your opportunity to learn how to secure your interests, even when your business partner seems to have more power.
These are just some aspects of our training. Make sure to enroll for the course to learn all the ins and outs of profitable negotiations!
Target group: Sellers, buyers, project managers, business owners, freelancers and anyone wishing to advance their negotiation skills.
Aims & benefits
By the end of the course delegates will be able to:
- Thoroughly prepare for negotiations
- Use a co-operative negotiating style
- Always strive for a win-win outcome
- Understand the other party’s interests underlaying their standpoints
- Trade concessions effectively offering high value at a relatively low cost
- Exert influence in negotiations
- Employ the most effective conflict resolution styles
- Leverage various sources of power in negotiations
- Overcome stalemates
- Effectively apply negotiation tactics
Agenda
Training program: Profitable negotiations
Introduction
- How negotiating fits into the sales process
- Selling versus negotiating – similarities and differences
- Case study / role play: successful negotiations
- Conclusion: conditions for a negotiation
- Three cornerstones of a negotiation: process, strategy and psychology
Attitudes in a negotiation
- Case study / role play: “The bid”
- Adversarial vs. cooperative negotiation – characteristics, advantages and disadvantages
- Four negotiation outcomes
- What it takes to achieve a win-win outcome
Negotiation process
- Stages of a negotiation (preparation, opening, bargaining, agreement)
- Case study: gaining the upper hand in negotiations
- How to prepare for negotiations: the preparation sheet
- Exercise: filling out the preparation sheet for real-life negotiations
- Opening phase: how to develop your opening stance
- Video excerpt: advantages of aiming high
- Agreement phase: how to conclude the negotiation
Bargaining phase
- Negotiation variables as an anti-price pressure tool
- Exercise: preparing a list of variables in real-life negotiations
- Mapping negotiation variables: the cost of concessions versus their value to the other party
- Exercise: mapping variables in a cost vs. value matrix
- Golden rules of conceding in a negotiation
- Video excerpt: the entire negotiation process in a nutshell
Case study / role play: negotiating a profitable deal using everything the participants have learned so far
Negotiation styles
- Thomas-Kilmann self-assessment questionnaire
- Thomas-Kilmann Conflict Mode Instrument – 5 conflict resolution styles
- Analysis of test results and key takeaways
Standpoints vs. interests in a negotiation
- Iceberg as a metaphor for standpoints and interests
- How to disclose the other party’s interests?
- Exercise: listing out real-life standpoints and interests
Key skills for effective bargaining
- Active listening
- Asking questions
- Paraphrasing
- Overcoming stalemate
- Leveraging sources of power in negotiations
- Cialdini’s 6 principles of influence
- Exercises
Negotiation tactics
- Exercise / role play: demonstrating 6 effective tactics and countermeasures in negotiations
- Summary: how to spot tactics being used and how best to react
Case study / role play: negotiating a profitable deal using everything participants learned during the workshop
Summary of the training and individual action plans: START-STOP-CONTINUE
Training program: Profitable negotiations
Introduction
- How negotiating fits into the sales process
- Selling versus negotiating – similarities and differences
- Case study / role play: successful negotiations
- Conclusion: conditions for a negotiation
- Three cornerstones of a negotiation: process, strategy and psychology
Attitudes in a negotiation
- Case study / role play: “The bid”
- Adversarial vs. cooperative negotiation – characteristics, advantages and disadvantages
- Four negotiation outcomes
- What it takes to achieve a win-win outcome
Negotiation process
- Stages of a negotiation (preparation, opening, bargaining, agreement)
- Case study: gaining the upper hand in negotiations
- How to prepare for negotiations: the preparation sheet
- Exercise: filling out the preparation sheet for real-life negotiations
- Opening phase: how to develop your opening stance
- Video excerpt: advantages of aiming high
- Agreement phase: how to conclude the negotiation
Bargaining phase
- Negotiation variables as an anti-price pressure tool
- Exercise: preparing a list of variables in real-life negotiations
- Mapping negotiation variables: the cost of concessions versus their value to the other party
- Exercise: mapping variables in a cost vs. value matrix
- Golden rules of conceding in a negotiation
- Video excerpt: the entire negotiation process in a nutshell
Case study / role play: negotiating a profitable deal using everything the participants have learned so far
Negotiation styles
- Thomas-Kilmann self-assessment questionnaire
- Thomas-Kilmann Conflict Mode Instrument – 5 conflict resolution styles
- Analysis of test results and key takeaways
Standpoints vs. interests in a negotiation
- Iceberg as a metaphor for standpoints and interests
- How to disclose the other party’s interests?
- Exercise: listing out real-life standpoints and interests
Key skills for effective bargaining
- Active listening
- Asking questions
- Paraphrasing
- Overcoming stalemate
- Leveraging sources of power in negotiations
- Cialdini’s 6 principles of influence
- Exercises
Negotiation tactics
- Exercise / role play: demonstrating 6 effective tactics and countermeasures in negotiations
- Summary: how to spot tactics being used and how best to react
Case study / role play: negotiating a profitable deal using everything participants learned during the workshop
Summary of the training and individual action plans: START-STOP-CONTINUE
Experts
THE TRAINING METHODS
Activity Based Learning
The training follows the Kolb cycle and the ABL method (Activity Based Learning).
Workshops
Participants take part in activating exercises preceded by the necessary theoretical introduction.
Feedback
Participants have the opportunity to self-diagnose and receive feedback from the trainer.
Full activation
The trainer presents knowledge using 3 channels of information transfer - sight, movement, hearing.
Discussion
Discussion panel, group and individual exercises, presentation, role playing, case studies and review films.
Opinions
Factual preparation of the trainer: „Paweł was prepared perfectly as usual.”, „Step by step of the training course was on paper for everyone and on projector.”, „Contact with group was amazing.” „He has knowlage, everything was great.”, „Very relevant cases to us, clearly tailored to present us with familiar situations.”
Training materials: „Materials will be for sure used in my work, High quality materials, relaxed and comfortable atmosphere, active participation and sharing of observations + feedback”
How the training was conducted?: „You felt that you really are knowing and understanding the message.” „It was great how trainer explain all.”
Oceny dla tego szkolenia:
Oceń to szkolenie:
Clients
Trener przeszkolił z powyższego tematu pracowoników takich firm jak: ABB, ADM Direct, Amgen, ATR Agrohandel, BCS, Bechtle, BGŻ, Castorama, CAT LC, Cemex, Comtegra, Corteva, DELL, Deloitte, Doka, Etteplan, Ingram Micro, Innergo Systems, Kazgod, Lafarge, Makro Cash & Carry, Marketplanet, NASK, Nufarm, Raiffeisen Bank, Reckitt Benckiser, Resinex, Saint Gobain, Scanlaser, Timex, Trouw Nutrition, Vernity, Vestas,
Organizational informations
How do we prepare our training projects?
Analysing your training needs
Verification of your training aims
Creating a training programme
Logical & administrative settings
Realization of the project
5 reasons you should pick our training:
1. Based on deeply analyse of your training needs, we will recommend you best trainer and programme offer.
2. Through the whole project, there’s gonna be an account manager to take care of your needs.
3. Participants will get all the necessary training materials in very attractive form.
4. We guarantee using variety of training methods through the whole project.
5. Your project will be closed with after training report containing evaluation and reccomendations for the future.
Have questions?
Contact us:
18 Widok St, Apt 2,
00-023 Warsaw
(22) 224 21 95
603 906 655
biuro@humanskills.pl
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(22) 224 21 95
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