When ready to make the sale the negotiation skills come into full effect. Develop the skills to effectively negotiate
Our Negotiation Training will guide you through the skills required to effectively negotiate those win-win deals and strengthen long-term relationships within your clients
- Increase the productiveness of negotiations with your clients
- Learn the skills to quickly discover your client’s buying routine, terms and conditions
- Build skills on triggering visions of value that your solution holds for your client
- Trade information and feedback logically in order to retain control
- Resolve pricing objections and resistance without conceding more than you wish to.
- Gain a better understanding of procurement, drivers and strategy to work more effectively with potential purchasers
Ultimahub’s Consultative Sales and Negotiation Courses provide the process, skills, and tools to effectively negotiate and win deals. Thereby strengthening long-term relationships whilst avoiding cutting budget. We provide participants with the ideas for structuring the dialogue, framework and preparation to achieve those better closing scenarios, whilst also increasing skills and strategies of negotiation. As the client better visions through their own eyes the potential of their satisfied demands and needs and sees the benefits they will bring, sales individuals can continually learn and probe deeper to fully understand the client’s buying priorities and personal agenda. Once these needs are unveiled and understood the team member will be in a position to offer the most optimum win-win situation for both themselves and their customer.
- Utilize effective questioning to effectively establish client needs and enable product provision that is both strategic as well as client focused
- Develop a common Negotiating Framework along with the necessary skills to prepare and lead those close and win negotiation dialogues through each and every stage of the sales process
- Realise and fully understand the difference between selling and negotiating whilst working to maximize potential
- Improve deflecting tactics of price resistance and objections
- Learn to establish and maintain your position and value offering solution over and above your competitors
- Creatively convert client requirements into needs
- This course content is ideal for new or experienced salespeople wanting to push themselves further.
- Customized options also available for Sales Managers, HR and Company Executives who wish to develop their sales teams.
- This course can be delivered both online and offline through remote online learning.
- The course consists of customizable tailor made customizable workshops as well as regular ongoing coaching to solidify learning.
- We also offer “Train-the-Trainer Workshops for company training staff and HR.
Each course consists of:
- Workbook Training
- Engaging Activities
- Support Material
- Action Planning
- Continual Development Plans
2 Day Program
Based on research by the Harvard Negotiation Project and the book ‘Getting to Yes’, this stimulating and informative workshop will provide participants with tools and techniques to be effective and successful in negotiations.
Learning and Benefits:
- Principles and practice of effective negotiation.
- 7 Elements Framework – Harvard Negotiation Project
- How to prepare effective – BATNA/WATNA
- Bargaining using Tradeables
- Ways of increasing power and impact
- Handling sensitive situations while preserving relationships
The facilitator will use a variety of instructional approaches to ensure learning and application:
Sample Negotiation Skills Workshop
|Welcome, Introductions, Objectives and Agenda|
What makes someone not just good, not just great, but excellent at negotiation?
What exactly do we mean by negotiation? How does it relate to areas such as influence and selling?
|Attitudes to negotiating|
When you have a positive attitude to negotiation you are more likely to be successful. What can get in the way of feeling comfortable when negotiating and how could any obstacles be overcome? How to manage your emotions and remain confident when things get tense and the temperature in the negotiation rises. The importance of taking a Win-Win approach as the only effective long-term strategy that avoids conflict and preserves the relationship with suppliers and other stakeholders.
|The 7 Element Framework|
Participants will be introduced to and practice using the same methodology which was developed by the Harvard Negotiation Project and highlighted in the famous book, “Getting to Yes”. It details the important elements of a negotiation, as well as the structure and rescue-techniques.
Who should open a negotiation – you or the other party? Should you go high or low, so you can later go down or up?
Understanding the ‘crunch’ and how to use it. Why opening positions are so important – because an agreement is typically reached somewhere in the middle of the opening positions of the two parties.
Understanding the idea of tradeables – things that you and the other person can trade during the bargaining phase of the negotiation.
What makes a good tradeable? Being creative when coming up with tradeable. The advantages of false tradeables – asking for things that you don’t actually want, so you can give them up later.
|Planning your bargaining strategy – Understanding your BATNA|
The importance of planning your bargaining strategy ahead of time. Thinking of negotiation as being like a game of chess and considering the possible moves you could make and what the response of the other parties might be. Issues to consider when planning a bargaining strategy.
Understanding the negotiating range where you and other party overlap. Essential Dos and Don’ts of bargaining.
|Media Examples of the Elements at Work|
Participants will be shown a case study of a work negotiation, which highlights use of the framework they are learning.
|DAY 1 Review|
Participants will Mind Map their takeaways from the first day on flip charts for proper bridging.
Other aspects of effective planning and preparation, including understanding the other parties as fully as possible, including what they want, and knowing exactly what your desired outcome is. The dangers of not preparing adequately and trying to ‘wing it’.
|Asking questions and clarifying|
Why it’s essential to ask questions to make sure you understand the other party/parties and to help them feel you are genuinely interested in them and what they want – and not just out for yourself. Effective questions to ask and questions to avoid. Pairs activity based around a prepared scenario.
|Focusing on the relationship|
Building an effective relationship is crucial to success. The other party is more likely to give you a good deal if s/he likes you and trusts you. How to build rapport and create a conducive atmosphere for negotiating.
|Assessing the power balance and increasing your power|
The importance of maximising the power you have in a negotiation. What different kinds of power are there? Which are the most valuable? How can you shift the power balance to maximize benefit?
|Reaching agreement and closing|
How to bring the negotiation to a mutually acceptable conclusion. Recognising ‘buying signals’ and other indicators that tell you the person may be ready to do a deal. The dangers of using some of the tried and tested closing techniques such as the ‘right-angle close’ – because they may come across as aggressive.
|Practice and Role-Playing|
In order to create lasting behaviour change, participants will engage in actual negotiations on both days of the training. In order to make it as real as possible, they are expected to bring their real-life case study.
FAQs – Frequently Asked Questions
- Can this course be held at our offices?
Yes all of our courses can be held at your workplace. We also have workshops and customized training options. If you wish to know more please contact us.
- Where are your training locations? Currently we have training locations in some of the major cities of China, Beijing, Shanghai, Nanjing, Shenzhen, Taiwan, Hong Kong, Thailand, UK and Ireland.