Skills
Program Overview :
How do you know when you have gotten the best deal? A fair price ? Skilled negotiators know the answers to both of these questions.
As the manager who is expected to negotiate effectively with the suppliers or customers, you cannot afford to rely on hit-and-miss strategies without applying adequate preparation techniques. You need to negotiate a two-way process that encourages both sides to become “winners” when developing business relationships and agreements. In order to secure successful contracts, you need to learn how to become a reputable negotiator.
At the conclusion of this program, participants will be able to:
 To determine whether they will win or lose before a negotiation even starts
How to spot dirty tricks from a mile away
The essential steps of a skilled negotiation
Understand the benefits of good negotiating skills
Identify those techniques that will be most effective in stressful negotiation situations
Have the opportunity to practice the “how to” of these skills in a supportive environment
Recognize the stress that often accompanies negotiations and have some options for managing that stress
Program Outline :
Negotiation, a crucial activity for any professional
The relevance, role and benefits of effective negotiations
The Professional as a Negotiation Agent
Whose interests are safeguarded and the roles of a negotiation agent
Types of Negotiation
The many roads that lead to a negotiated agreement
Relationships and their role in negotiations
Relationships and the different notions of value
Four essential concepts in Negotiation
Key Starting Points in a Negotiation
Preparing for a negotiation
Nine Key Steps in preparing for a negotiation.
Negotiation strategies
How to bargain skillfully & effectively and preparation as key to the outcome of the process
Frequently asked tactical questions
Answers you need
Negotiation through Manipulative ploys
Recognize and respond
Barriers to Negotiation
Recognize and overcome
Mental Errors in the Negotiation Process
Recognize and avoid
Negotiation under various circumstances
Handling agreements, exerting your influence effectively, forging the best agreements for your company, handling complexities successfully, safeguard organizational interests and legal issues
Methodology :
This two days program will enable the participants to practice some of the learnings and also help them retain learnings as it will be practiced. Lots of case studies will be used to do so.
Participants Profile :
All managers, team leaders and supervisors who negotiate with suppliers, clients and colleagues both internal and external to their organisation. The program is particularly useful for those who are new to commercial negotiations and for those whose job performance is measured by successful outcomes strategies. |
