Course Overview

Does your work profile include negotiation with clients, vendors, senior managers, and other colleagues? Do you find yourself facing a new challenge every now and then? Do you feel that you require a different skill every time you have to negotiate?

The key to becoming a successful negotiator is to follow a system, stay focused and work on your interpersonal skills with your counterparts.

This course on Advanced Negotiation Skills offered by ZOE Solutions will be beneficial for those who already have experience in negotiation and would now like to take their skills to the next level.

Here, you will learn new structures of negotiating, enhance awareness of self and learn how to work on new techniques in complex situations and challenging negotiation scenarios. This will help you boost your business sales and productivity timely.

Course Objectives

This Advanced Negotiation Skills Course will provide you with:

• Assessment of your current style of negotiation and strengths
• New Techniques and Frameworks for complex negotiations
• Skills and strategies for conflict management
• Work towards a mutual win-win and negotiate positive outcomes

Training Methodology

We at ZOE Talent Solutions, customize the training as per your specific industry requirements. The presentation led by the instructor is highly interactive.

This is further complemented by the inclusion of several management games, paper-pencil exercises, activities, role plays, videos, and robust practice sessions. Your exposure gets better when participants across other industries share their experiences in the group as well.

Organisational Benefit

Effective negotiations contribute to:

• The success of the business
• Deliver Lasting quality solutions
• Avoid future Problems and Conflicts
• Leaves both the parties satisfied and willing to do business with each other and again

Personal Benefits

Participants will incur the following benefits from this Advanced Negotiation Skills Course:

• Lead to self-awareness
• Awareness of others
• Enhance the productivity in their work area
• Deploy effective strategies to arrive at a WIN-WIN

Who Should Attend?

• Anyone who is a part of negotiations at a higher-level
• Anyone who is leading price or any other type of formal negotiations
• Project negotiation managers

Course Outline

This Advanced Negotiation Skills training course covers the following modules:

MODULE 1- INTRODUCTION

• Self – Assessment
• The cycle of Negotiation
• Different styles of Communication for building rapport
• Exploring a WIN-WIN situation
• Roles and Responsibilities of the parties involved
• When should you walk-away

MODULE 2- GENERATE VALUE BY STRUCTURING YOUR NEGOTIATION

• Learn and apply a formal structure to use while negotiating
• Preparing for Pre-Negotiation – BATNA & ZOPA
• How to structure and effectively present the proposal and quotation
• How to propose and suggest ideas and drawing-out skills

MODULE 3- SKILLS FOR NON-VERBAL NEGOTIATION

• How to gain rapport and influence through body-language
• Reading the body- language of the counterpart for buying signals

MODULE 4 – MANAGING THE NEGOTIATION PROCESS

• How to identify the negotiable key variables
• How to use power and authority within negotiations
• How to identify and influence the other party’s objections
• Managing complex and different negotiation scenarios
• Qualify the needs, requirements, and constraints of the other party by employing advanced questioning and Listening Skills

MODULE 5 – DEALING WITH PRICE

• Setting Price in a competitive market
• Difference between selling and negotiation
• Ways to present price effectively and with persuasion
• Reasons why people will pay your price

MODULE 6 – PRICE NEGOTIATION

• How to negotiate the price and reduce discounting
• Key strategies, techniques, and tactics to use in negotiation
• The importance of follow-through after the negotiation meeting
• How to deal with stalled business negotiations

MODULE 7- PERSONAL ACTION PLAN

• Identify specific goals and actions for self
• Formulate an action plan for personal development