October 18, 2017

Superior Win-Win Negotiation Skills Training

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Negotiating is something we do every day. We negotiate when we buy, sell, and deal with our peers, customers, managers, suppliers, friends and even family.

Negotiating is something we do every day. We negotiate when we buy, sell, and deal with our peers, customers, managers, suppliers, friends and even family. Superior Sales Professionals, in particular, need to hone their negotiation skills to promote collaboration, shift perspective and understand where each party is coming from in order to develop a win-win agreement.

As such, Superior Sales Professionals need to develop above-average communication skills, well-defined plans and procedures, mutually beneficial strategies, effective listening skills, and much more. These are the keys to successful win-win negotiation.

This course on “Superior Win-Win Negotiations” is an insightful and dynamic training program that will help develop each participant’s win-win mentality to establish mutually beneficial results.

Superior Win-win Negotiation Workshop Objectives

Participants of this program will learn to:

  • Identify their own negotiation styles and determine when to use each
  • Recognize win-win opportunities during negotiations and utilize these opportunities to further collaboration with the other party
  • Identify negotiation goals and parameters to be prepared for actual negotiations
  • Apply the RADPAC method in their actual business negotiations

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Objectives Modules Details
  • Identify their own negotiation styles and determine when to use each
1. Your Style of Negotiating
  1. Activity: Negotiation Styles Test
  2. Concept: The Five Negotiation Styles
  3. Discussion: Using the Five Negotiation Styles
  • Recognize win-win opportunities during negotiations and utilize these opportunities to further collaboration with the other party
2. The Win-Win Concept in Negotiations
  1. Activity: Breaking the Trend
  2. Discussion: Understanding True Win-Win
  3. Concept: Understanding ZOPA
  4. Activity: A Boy, a Girl and a Large Orange
  5. Discussion: The Magic Question
  • Identify negotiation goals and parameters to be prepared for actual negotiations
3. Negotiation Goals and Parameters
  1. Concept: The Negotiation Goal Chart
  2. Case Studies: Setting Negotiation Goals
  3. Concept: Negotiation Parameters (WATNA vs BATNA vs MLATNA)
  4. Case Studies: Determining Negotiation Parameters
  • Apply the RADPAC method in their actual business negotiations
4. The Negotiation Proper (Using the RADPAC Method of Negotiation)
  1. Concept: The RADPAC Method for Negotiations
  2. Activity: Card Game
  3. Concept: The Confidence Building Process
  4. Activity: Two Truths and a Lie
  5. Discussion: The Use of Questions
  6. Concept: The RAIN Method
  7. Video: Observation Test
  8. Discussion: Focusing on the Details and Possibilities
  9. Concept: The AIDA Method (Persuading with Power)
  10. Activity: Selling the Gork
  11. Concept: The Cycle to Handling Objections
  12. Concept: The New Process to Handling Objections
  13. Concept: The Psychology of Closing
  14. Concept: Tips to Closing
  15. Major Activity: Negotiation Role Playing

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