Impact on the Organization
As organizations increasingly compete in the marketplace, they need staff in all areas of the business with strong negotiation skills. This includes sales, project management, engineering, buyers, marketing, etc. More than ever, they need to negotiate effectively on all aspects of the deal, e.g. technical specifications, supply and delivery, pricing, support, etc. and as a team. It often requires “amping up” some aspects of the deal and “amping down” others. In addition, international customers require skills in dealing with different “styles” and cultures and an understanding of international trade. Thus, effective negotiation is increasingly “problem-solving in complex environments” and knowing how to set boundaries and have conversations with diverse stakeholders and partners in the negotiations.
Learning Objectives
- Learn Win/Win and Give/Get philosophy of negotiating
- Understand personal DiSC profile and how to identify the styles of others
- Learn and practice effective tools and techniques to improve negotiation skills
- Learn Six Steps in Negotiating and practice them with current situations
- Practice the Six Steps in Negotiation
- Learn 8 critical mistakes of negotiating
Program Description
This module focuses on the skills necessary to become a successful negotiator. Its content is customized to the skill level of the participants and the nature/focus of their negotiating. The program focuses on two proven negotiation paradigms: Win/Win and Give/Get negotiations and how to “amp up” and “amp down” as necessary. Participants discuss the focus of their negotiations and use simulations to practice negotiating skills. They master a six-step negotiating process, and then apply this framework to prepare for current and upcoming negotiations. Along the way, instructors identify crucial errors negotiators commonly make at each step of the process, and show how to avoid those mistakes.
Time Investment
8 hours.
Customization
This program can be customized to reflect your organization’s procedures, policies, cases, examples, and terminology. Please inquire about these optional consulting services.