NEGOTIATE TO WIN


Training

Title : NEGOTIATE TO WIN
Date : 09 Desember 2013 - 12 Desember 2013
Time : 08.00 - 16.00
Venue :
Price : CALL US

Description

 

 

OVERVIEW

In the competitive business environment of the twenty-first century, we are all under tremendous pressure to deliver faster, better and quicker results. Buyers and sellers at the forefront of the commercial relationship and managers negotiating internally, all face increasing pressure to achieve more. This Negotiation training course describes a range of successful negotiating techniques and explains how you can use them to help you achieve your key objectives.

OUTCOMES

  • Understand the negotiation process 
  • Choose your negotiating style to suit the context & what you know about the customer
  • Excel in face to face meetings 
  • Optimize preparations for negotiations
  • Adopt the most appropriate behaviour in the situation 
  • Master tactics that work in the real world
  • Ensure persuasiveness & influence in negotiation
  • Promote & to build instant rapport with the other party
  • Ensure you do not lose out in business dealings
  • Learn to get what you want without generating bad feelings
  • Turn objections into business agreements
  • Evaluate your level of confidence & preparation – always know if the other side is telling the truth
  • Find out how to avoid giving away too much
  • Analyze & improve so as to arrive at WIN-WIN negotiating outcomes
  • Master key negotiation techniques required for business success
  • Spell out the verbal, nonverbal & listening skills
  • Be able to practice tactics to prevent & break deadlocks
  • Learn some of the key negotiation tactics & strategies that top negotiators employ in their business dealings.

OUTLINE

Introduction

• "The Art of Auctioning" 

• “Know Your Strengths and Weakness As a Negotiator now” Assessment 

 

Module 1: Strategic Negotiation

•  Understanding Strategic Negotiations and Deal Making

•  Four-Stage Process of Negotiation

•  Turning Complex Facts to Easy to understand the message 

• Workshop – Developing Strategies before your Negotiation

 

Module 2: The Power of Persuasion In Negotiation

•  How Persuasion Works – The Essential Steps for Effective Persuasion

•  Persuasive Language Patterns – getting what you want by asking

•  Logical and Sensible Sequencing to Persuade

•  Workshop – Demonstrating the Power of Persuasion

 

Module 3:  Preparing to Deal – Persuade, Influence, Impress

•  Analysing the Key Factors involved in preparation 

•  Planning to Deal Thoroughly

•  Anticipating possible objections and rejections 

• Reframing Ideas and Concepts to Engage and Motivate

•  Preparing a Strong BATNA Position to Increase Power 

•  Techniques for Impact and Influence

•  Workshop – Strategies & Preparations for Case Study 1 

 

Module 4: Negotiators' Behaviours and Styles 

• Visualizing Your Negotiating Partner and Read His/ Her Style

• Assessing Yours and Your Opponent's Negotiating Strategies

• Creating rapport and lasting relationships to sustain Long Term Goals 

•  Influencing Others Subtly to Connect 

• Anchoring Yourself  to Your Preferred Mental State

• Developing the Stamina to Persevere and Not Lose Steam in Long Negotiation

• Workshop & Role-Play – Stamina Gym for The Negotiators 

Strategic Negotiation & Deal Making 1

Participants form into teams and negotiate on given case study – Test of Strategy, Preparation, Stamina & Capabilities Learnt on Day 1

 

Module 5: Overcoming Deadlocks

• Mitigating and Overcoming Deadlocks 

• Talking Your Way Out of Difficult Situations

• Applying a Six-Step Process to Negotiating Conflict

• Influencing Through the Other Person’s Strategy

• Achieving Openness

• Role-Playing Conflict Resolution and Mitigation

 

Module 6:  Strategies and Tactics

• Recognizing Tactics Applied by Counterparts

• Knowing How to Counter Dirty Tricks

• Applying Convincing Strategies

• Win – Win: Positional vs Principled Negotiations

• Understanding the Four Step Process Toward Win-Win

• Workshop – Strategies & Preparations for Case Study 2 

 

Module 7: Managing Emotions in the Negotiation Table

• Maintaining Composure and Confidence

• Keeping Negative Emotions in the Dark Pit

• Preventing Provocations and Conflicts  in both parties

• Sustaining Influence and Avoiding Resistance  

•  Leveraging Your Strengths and Values 

•  Being in Control of Every Word

•  Role Play – Emotion Management Skills for Negotiators
 

Module 8: Negotiating in Green Track 

• Breaking Away From Tradition – Where Eagles Dare

• Appealing Your Guts and Assessing Your Logic al Mind

• Calculating Risks and Caution

•  Introduction To International Negotiations

 

Strategic Negotiation & Deal Making 2

•Participants form into teams and negotiate on given case study – Test of Strategy, Preparation, Stamina & Capabilities to manoeuvre through various challenges; develop a win-win situation learnt

PARTICIPANTS

Senior managers and anyone who needs to  solve their day-to-day work and business matters. 

INSTRUCTOR

Ichsan Setiyo Budi, SE., M.Si and Team

PRICE

Please call us

 


Venue

Venue :
City : Yogyakarta
State : Yogyakarta
Country : Indonesia