ProSkill Site Map   |   Contact Us   |   Security & Privacy Home Our Courses Totally Bespoke Training Inclusive Consultancy Inclusive Resources About Us Negotiation Skill Training Booking this course If you would like to talk to us about running a Negotiation Skill Training course, please contact us:  Tel:  + 44 (0)1789 734343 or email us at admin@proskill.co.uk As more customers are trained in negotiation, we need special skills to protect and increase profits while building relationships. Negotiation increasingly involves teams and may need more than one meeting to reach agreement. Such issues require even greater skills. Overview As competition increases, the frequencies of negotiations increase. In most industry sectors negotiation is an expected part of the purchasing process. Many senior customer personnel get more practise in negotiations skills than most supplier personnel. This means their skills develop at a faster pace. Often the customer facing personnel must negotiate internally as well as externally. Many customer personnel are trained in win-lose negotiation tactics. This means an even higher level of skill is required by supplier personnel to ensure a win-win outcome. The different between profit and loss on a deal often lies in the detail. Minor clauses negotiated have given rise to suppliers having major problems. Negotiation Skill Training is a practical and intensive course where participants are given the key techniques and skills required. Who Should Attend Anyone involved in negotiations, also experienced negotiators who want to refresh and improve their skills. Duration 2 Day:  Full Negotiation Skill Training Course 1 Day: Short Negotiation Skill Training Course 1 Day: Short Negotiation Skill Training Course Negotiation Skill Training - Objectives Participants will learn: the underlying principles and how to recognise when the sales process has moved towards negotiation how key activities before the negotiation can help to ensure success - ‘Many poor negotiations failed before the meeting’ how to open the negotiation and the key elements required to prevent problems and help to ensure success how to handle requests and trade concessions in a way that ensures maximum profitability how to avoid the pitfalls and handle difficult situations the key factors in the post-meeting review. Negotiation Skill Training - Outline Negotiation Factors What is negotiation? Alternatives to negotiation Recognising when the other person is moving into negotiation Profiling And Preparation Profiling the account Profiling the other negotiator(s) Defining the aims/parameters Setting the scene Preparing for ‘trading’ Opening The Negotiation Creating the right atmosphere Agreeing the agenda/time Preventing later ploys Obtaining full information about requests Reaching Agreement Handling requests Trading concessions Avoiding pitfalls Concluding the meeting Tests to check the quality of the agreement How to say ‘no’ and build relationships Winning words Rescuing a failing negotiation Handling emotion Post-Meeting Review Updating records Preparing for the next negotiation 2 Day:  Full Negotiation Skill Training Course Negotiation Skill Training - Objectives Participants will learn: the underlying principles and how to recognise when the sales process has moved towards negotiation how key activities before the negotiation can help to ensure success how to open the negotiation and the key elements required to prevent problems and help to ensure success how to handle requests and trade concessions in a way that ensures maximum profitability how to avoid the pitfalls and handle difficult situations how to follow-up the meeting to ensure success for this and future negotiations how to handle negotiations that take place over two or more meetings and avoid the common errors how to lead a negotiation team before, during and after the negotiation how to prevent, recognise and handle a range of buyer’s ploys. Negotiation Skill Training - Outline Negotiation Factors What is negotiation? Alternatives to negotiation Recognising when the other person is moving into negotiation The difference between persuasion and negotiation Ensuring ‘win-win’ outcomes Internal and external negotiations Profiling And Preparation Profiling the account Profiling the other negotiator(s) Defining the aims/parameters Setting the scene Preparing for ‘trading’ Opening The Negotiation Creating the right atmosphere Agreeing the agenda/time Preventing later ploys Obtaining full information about requests Reaching Agreement Handling requests Trading concessions Avoiding pitfalls Concluding the meeting Tests to check the quality of the agreement Post-Meeting Review How to ensure we get the most from the meeting Enforcing the agreement Reinforcing benefits Personal skill review Preparing for future negotiations Multi-Meeting Negotiations Aims of the first meeting Structure of the first meeting Test-trading techniques Aims of subsequent meetings Structure of subsequent meetings How to minimise risks from protracted timescales Team Negotiations Preparations and briefing The roles in the negotiation Passing control Avoid common errors Buyers Ploys A review of over 18 ploys How to prevent ploys How to handle ploys and maintain the relationship © ProSkill 2003-07 For more information please contact us on + 44 (0)1789 734343 Totally Bespoke Training >> Our Courses >> Customer Care >> Management >> Personal Effectiveness >> Sales   Advanced Selling Skills   Behaviour Management (Sales)   Business Management (Sales)   Creative Selling Skills   Demonstration Skills   Difficult People & Situations   Displacement Selling   Key Account Relationship   Key Opportunity - Management   Key Opportunity- Review   Negotiation Skill Training   Sales Behaviour Versatility & Transactional Analysis   Sales Presentations   Selling Skills   Getting Agreement   Indirect Selling   Presenting Benefits   Proposition Development   Prospecting   Sales Awareness   Sales Proposals   Sales Call   Sales Call & Enquiry   Sales Questioning   Telephone Selling