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Strategic Negotiation Skills for Win-Win Outcome

4.8

Course Objectives

Trained as an Assertive Negotiator that Get Things Done Promptly
Discovered your own Negotiating Style and learn how to make the best use of it.
Used the 3 Power Negotiating Strategy to achieve your objectives and yet leave the Opponent’s happy with their performance outcome.
Know the unethical gambits in negotiation and learn how to deal with it.
Explore on how collaboration can influence in a “win-win” outcome.
Recognize that using “BATNA” can add real value to the negotiation outcome.
Know when and why to use the ‘Bad Guy’ and ‘Good Guy’ technique.
Maximize your learning by practical case studies of successful negotiators.

Target Audience

Sales personnel or anyone involved in the management of their respective strategic business unit that needs to conduct negotiation to achieve their company & department objectives.

Methodology

Group discussions, Project Simulation Activities, Video show and Exercises, Pre & Post Tests, and Strategic Negotiating Games to reinforce learning outcome.

Course Modules

Module 1: Train to be an effective Sales Negotiator
- What is Strategic Sales Negotiation all about?
- How to aim for win-win outcome?
- Learn the Top Ten Qualities of an effective Negotiator.
- Set Realistic Performance Goals in preparing for the desired outcome.
Module 2: Discover your Negotiating Style
- Explored the Four Outcomes of negotiation
- Discovered your own Negotiating style and use it to your advantage.
- Workshop activity: Negotiating style assessment.
- Know the BATNA strategy in negotiation.
Module 3: Apply the 3 Strategic Power Negotiation Technique
- What are the objectives in negotiation?
- When is the right time to start negotiating?
- What are the four phases of Face-to-face negotiation?
- Use the Three negotiation strategy to prepare, negotiate and achieved.
- Know what concessions to ask and give.
- Knows how to handle objection & rejection by customers.
Module 4: Identify Bargaining Strengths and Weakness in Negotiation
- What are the Strengths of your Opponents?
- What are your Strengths & Weaknesses?
- Learn how to use the Price Breakdown Strategy to get a better deal.
- Workshop activity: Negotiation Practical Approach.
- Course evaluation
Expected Outcome
- Participant would discover their strengths & weaknesses in their negotiating style and thus able to rectify their weaknesses to become more competent and confident in negotiation.
- Participant will know how to negotiate for a win-win outcome, with internal and external customers / vendors to achieve objective.
- Participant will learn the strategic negotiation techniques to get better deal from the Opponent without sacrificing on the quality aspect

Get To Know The Trainer

Trainer Raymond

4.5

Raymond has extensive corporate and academic experience in bringing people together for better performance. His people-centered principles has brought practical results with suppliers and helps to fosters cooperation to get difficult supplies with the right price, right delivery and right service required by the organization.

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