Spearhead Training > Sales and Marketing > Negotiation Skills

Negotiation Skills
'How To Negotiate Successfully At All Levels - And Get Winning Solutions'

Who Should Attend?
This highly enjoyable 'experiential' programme is designed for Account Managers, Salespeople, Managers, and other Personnel who need to improve their Negotiation Skills.

About the Programme
It approaches the skills, techniques, strategies and philosophy of Negotiation in such a way, that each delegate will not only understand the theory, but also have the opportunity to use it in highly interactive, practical role play situations enabling him / her to successfully negotiate at all levels. The majority of the course consists of actual negotiation role plays that increase in complexity as the three days progress. Delegates from the Middle Eastern office of a multi-national company, declared as 'the most successful company in the world', rated this course as one of the best they have ever attended!

Course Objectives

• To provide each delegate with the knowledge and confidence to conduct successful negotiations with skilled buyers and negotiators without making excessive concessions
• To allow delegates to improve their selling and negotiating skills through a series of enjoyable and highly participative exercises
• To provide them with a clear understanding of the techniques and interpersonal skills required to be an effective negotiator
• To focus on weaknesses identified by delegates in their present knowledge of negotiating skills, and address these problems in a constructive and positive manner
• To prepare a development plan for delegates that identifies their future development objectives in relation to negotiation skills

What You Will Gain

• A better understanding of negotiation and the techniques and interpersonal skills required to be successful
• The opportunity to participate in realistic negotiation exercises that will help you to understand your strengths and weaknesses as a negotiator
• A development plan that identifies future objectives for helping you to improve your Negotiation Skills

Programme Contents

The three days of the programme starts with an introductory session from the tutor and then moves into 'experiential' role play exercises. After each exercise there is a detailed debrief and tutor input, before moving on to the next exercise. It is a continually improving scenario for each delegate - as they receive feedback from those they have negotiated with, and from observations made by the tutor and others. This format works exceptionally well and participants find it an enjoyable and safe environment to work in. During each day, key themes will be explored and learning points emphasised.

DAY ONE

is spent examining the key basic ideas required for successful negotiation. Cost / concession areas, the use of variables, and the five outcomes of negotiation are discussed.

Delegates are encouraged to examine their preferred Negotiating Style (or Styles), and to understand and appreciate that there are other styles that may be useful to use in negotiating. They also need to identify the style of those they are negotiating with. A number of role plays will be conducted on Day One.

DAY TWO

has many exercises for delegates to participate in. Some of the key learning points from the day relate to ‘Hot Buttons’ and the types of behaviours used by successful negotiators. Other issues explored are dealing with multi-cultural issues in negotiation, and the importance of thorough preparation before entering into any negotiation discussions. Communication and influencingskills are covered and delegates will learn to appreciate that it is not always about how we like to deliver information that is important, but how other people like to receive information.

DAY THREE

starts with a review of the firsttwodays and the key learning points from them. It then moves on to more sophisticated exercises and the varied aspects of team negotiation. Key points covered in the day include: dealing with dirty tricks in negotiation, common mistakes made by negotiators, and identifying a very clear framework for negotiations for when delegates return to their work environment.

Over the three days of the course the following topics will be covered. But much of the programme involves delegates preparing for, and participating in, role play negotiations.**

**Delegates will participate in a minimum of six 'experiential' negotiation role play exercises during the programme.

Topics covered over the three days

DAY ONE

• What Is 'Negotiation'?
• What Are The Skills & Qualities Needed To Be An Effective Negotiator?
• How Does Negotiation Differ From Selling?
• Identifying Your Current Strengths & Weaknesses As A Negotiator
• The General Principles Of Negotiation
• The Stages & Phases Of Negotiation
• The Five Main Outcomes Of Negotiation

DAY TWO

• The Importance Of Communications In Negotiation
• Listening Skills In Negotiation
• Effective Questioning Techniques
• Taking The 'Ego' Out Of N'ego'tiation
• The Importance Of Non-Verbal Communication
• Creating The Right Attitude For Negotiation
• Understanding That Conflict Is A Part Of Negotiation

DAY THREE

• 'Don’ts' In Negotiation
• Six Key Elements Of Successful Negotiation
• Effective Planning In Negotiation
• The Importance Of Adopting The 'Right Attitude'
• Some Rules For Team Negotiation
• Some Guidance On Face-To-Face Negotiation
• Negotiating Profitable Sales
• Negotiating In A Multi-Cultural Environment

3 Days - Non-Residential

Delegate spaces available on the following course dates:

Date: 19th October » 21st October, 2008
Location: Dubai
Brochure Price: Dhs 4740.00
Online Price: Dhs 4,503.00 (Save 5% Online)

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.

Course Directory

• Upcoming Courses
• Management & Leadership
  • Coaching For Optimum Performance
  • Driving Performance - Core Competencies
  • Counselling Skills
  • Creative Problem Solving & Decision Making
  • Developing Management Skills
  • Event Management
  • How To Conduct Effective Meetings
  • Planning & Organizing Skills
  • Your First Steps to Project Management
  • Senior Management Programme
  • Strategic Thinking & Planning
  • Supervisory Management Skills - For 1st / 2nd Level Supervisors
  • Leading High Performance Teams
• HR Management & Training
  • Human Resource (HR) Management Skills
  • Interviewing Skills - For Recruitment & Selection
  • Train The Trainer - Group Training Techniques
  • Writing Effective Job Descriptions
  • Writing Effective Policies & Procedures
• Customer Service
  • Customer Focused Management
  • Etiquette For Excellent Customer Service
  • Improve Your Telephone Skills - 'How To Win & Keep Customers'
  • Telephone Skills & Customer Care
• Administrative
  • Office Management
  • Professional Secretarial & Administration Skills
  • The Perfect PA - For PA's & Executive Secretaries
• Sales and Marketing
  • Advanced Negotiation Skills
  • Advanced Selling Skills
  • Key Account Management
  • FMCG Selling
  • Essentials Of Marketing & Preparing An Effective Marketing Plan
  • Improving Your Sales Skills - The Key Elements Of Successful Selling
  • Managing A Successful Sales Team
  • Negotiation Skills
  • Presentation Skills - Making A Powerful Impact On Any Audience
  • Advanced Presentation Skills
  • Retail Excellence
• Personal Development
  • Brilliant Body Language!
  • Be A Better Listener - Active Listening Skills
  • Assertiveness Skills (& Dealing With Difficult Situations)
  • Developing Effective Interpersonal & Communication Skills
  • Stress Management
  • Self & Time Management
  • Understanding Emotional Intelligence
• Business Writing
  • Professional Business Writing Skills - Level 1
  • Professional Business Writing Skills - Level 2
  • Report Writing - How To Structure A Report For Maximum Effect
  • Technical Report Writing
  • Writing Minutes Of Meetings
• Finance
  • Financial Awareness For The Non-Financial Person
  • Business Investment Decisions
• Purchasing & Supply Management
  • Introduction To The Purchasing Function
  • Purchasing - The Tendering Process Explained
  • Negotiation Skills For Procurement Professionals
  • Strategically Managing A Procurement Function
• Exclusive In-Company Programmes
  • Developing A Crisis Management Strategy
  • Management of Change
  • Successful Cross-Cultural Management
  • Succession Planning
  • Conducting Effective Appraisals
  • Creating an Effective Job Evaluation System - An Introductory Workshop

Consultancy Services

• Management Consultancy
• In-Company Learning

Spearhead Training

• About Us
• Venue Details
• Tutor Profiles
• *NEW* Trainer Opportunities
• Home

SEARCH SPEARHEAD TRAINING