Bringing measurable commercial acumen to your business...
Bottom Line improvement Processes
Bringing measurable Commercial Acumen to Your Business....
TRAINING
Fundamental Skills of Successful Negotiations

Aims
The aim is to provide delegates with an awareness of Negotiation as a structured process.

Learning Outcomes
The training will assist delegates to understand the necessity of ensuring adequate preparation, how to establish relationships and obtain information through discussions before proposing solutions and striking the bargain to achieve closure. The delegates will be introduced to the concept of team roles and the use of strategy and tactics. A variety of forms of questioning will be reviewed and the conditional proposal will be explored. The establishment of entry and exit positions will be reviewed and the process of trading up will be considered. Delegates will understand the importance of non-verbal communication and its place in the communication methodology throughout the negotiation process.

Content
The topics covered include:
The 4 phase structured approach to negotiation
  1. Preparation
    • Information needs
    • Negotiating position
    • Team negotiation - roles
    • Strategy and tactics
  2. Discussion
    • Conducive environment
    • Relationship building
    • Forms of questions – open, closed, comparative
  3. Proposal
    • The conditional proposal - "If/then..."
    • Degrees of freedom
  4. Bargain and close
    • Trading up
    • Concessions
    • Non-verbal communication
    • Negotiating styles and tactics
    • Use of time
Duration
The module is scheduled for 1 day.

What Next?
Contact us to find out more about prices and locations or to discuss your unique requirements.
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Bringing measurable commercial acumen to your business...

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