Negotiating is a fundamental fact of life at any level. Whether you are working in a sales function or fulfilling support duties, this workshop will provide you with an advanced comfort level to negotiate with both internal and external clients. This interactive workshop includes techniques to promote effective communication and gives you techniques for turning face-to-face confrontation into side-by-side problem solving. Customer demands are inevitable in negotiations. learning to deal with these demands is critical because if they are not handled properly, demands can lead to concessions or early trading that diminishes the value of the sale.to manage the customer’s demands, sales professionals must remember that a demand is simply an unserved need.

1. Introduction and course overview: Participants will get to know what they will be learning in this workshop. Students will also have an opportunity to identify their personal learning objectives.

2.Negotiating the learning contract: To introduce participants to the concepts of negotiation. to agree the learning outcome and ground rules for the training program.

3. What is negotiation?: To begin, participants will explore the different types of negotiation (including positional bargaining) and the phases of negotiation.

4. The Successful Negotiator: In this session, participants will explore key attributes of a successful negotiator.

5. Preparing for Negotiation: During this session, participants will learn the elements of preparing for negotiation. identifying your fears and hot buttons. doing research into your issues and the opponent’s issues; and preparing you WAP, BATNA, WATNA & ZOPA.

6. The Nuts & Bolts: This session will give participants some tips on preparing their documentation and choosing a place for the negotiation.

7. Making the right impression: Next, Participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and their handshake.

8. Getting off A Good Start

9. A Four-Phase model for the Negotiating Process: To provide participants with a four-phase model to apply to the negotiation process.

10. Negotiating a Range of Variables: To devise a negotiating process and skills framework for the participants to use in future negotiations

11. Getting past No and Getting to Yes.

12. Dealing with negative emotions.

13. Moving from Bargaining to Closing

14. Moving to agreement.

15. Agreeing what’s been agreed.

16. Learn the influencing strategies.