Course aim
This course will equip delegates with the confidence and skills required to perform effective face to face and telephone negotiations. The course will be delivered in an informal style in order to facilitate learning. A varied programme of exercises will be used including discussion groups and role-play.

Learning outcomes
By the end of the day all delegates will be able to:

• Fully describe the meaning of negotiating and its impact on their business.
• List and utilise the various types of closing techniques following negotiation
• Qualify client objections and describe the process for overcoming them.
• List the skill set required to enable successful negotiations.
• List the process for preparing prior to negotiations.
• Describe the steps to be taken to achieve a WIN: WIN outcome in negotiations

Course contents

Closing
The different methods of closing
10 secrets to successful closing
Recognising objections
Overcoming objections

Characteristics of a successful negotiator
Attitudes towards conflict
Rethinking your approach
The win: win philosophy
The give: get principle

Factors to consider
Major/minor
Expectations
Eight critical mistakes

Defining the negotiation process
Six basic steps to negotiation
Getting to know one another
Discussing goals and objectives
Starting the process
Conflict begins
Reassessment & compromise
Agreement

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