Aiming High Negotiation
****Please be advised that the price shown is a guide price based on 6 delegates attending the course. This is an In-House only course and your final price will be calculated upon enquiry. The final price will be dependent on your individual requirements.****

AIMS AND OBJECTIVES

• By the end of the course you will be able to:-
• Understand the negotiation process and the stages involved - and how it differs from the sales process
• Follow the “AIMING HIGH” process to negotiate more confidently
• Use “INSIGHT” to start your pre-planning
• Assess the balance of power and leverage opportunities before negotiations
• Identify your own preferred negotiation style and develop more flexibility in your approach to meet the other party
• Know what steps to take to ensure that you prepare more thoroughly in order to have more options to use
• Plan your strategy and approach more effectively
• Handle the face to face part of the negotiation with confidence and use the appropriate communication skills to move towards win/win solutions
• Understand the other side's view and some of the tactics they may try – and deal with these with integrity
• Be able to trade and bargain more confidently, recognising the implications of giving too much too easily
• Handle blocks with confidence
• Have applied the principles to some existing accounts and potential negotiations – and developed plans to handle them more profitably
• Achieve better commercial outcomes for your organisation

PROGRAMME

Introduction and objectives

Practical exercise
Principles of negotiation
- the process
- AIMING HIGH
- "shared interests"
- balance of power
- PROMOTE

Practical exercise
Planning – the overview
- why it's essential
- use INSIGHT
- exercise

Personal style
- attitude and behaviour
- style
- relationships

Preparation – being thorough
- PREPARE
- qualification criteria
- your objectives
- plan your package and generating options

Practical exercise
The rapport and open phase
- probing
- signalling
- check your INSIGHT
- finding their objectives

Go for the “HIGH”
- the human factors
- keep your integrity
- using attentive listening
- meet their needs
- options and trading
- handling gaps
- bargaining – use the “formula”

The other side
- what do they want?
- how they may operate
- precedent
- tactics

Practical exercise
“Getting past no”
- why the block?
- actions to consider
- exercise

Execute – sort the detail
- building the commitment
- focus on the positives
- move to the close
- post-negotiation

Team negotiations
- preparation
- establishing roles
- who to influence

Practical activities
- applying to your own situations
- practice and share

Personal action plans, summary, and close

The programme uses many exercises and case studies for the participants to practice the skills. They will also apply them to their own business situations with the various tools that are included in the material.
 
Course Dates
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The course either has new dates in data loading, or is only run as a dedicated or In Company course.
Tools
 
Key Details
Provided by:
MTD Sales Training


 
Duration1 day
 
£250
per delegate