Everything is negotiable. Whether or not the negotiation is easy is another matter, but the first step is always communication.
This course is designed to take you through the theory and practice of ‘Principled Negotiation’. It provides the tools and tips to allow you to separate people from the problem, evaluate options and find a position of mutual acceptance to achieve the win/win with your clients (and colleagues!)
Who’s it for?
Anyone who is involved in internal or external negotiations, particularly in final stages of securing bids and contracts. It is also very useful for those situations where clients are trying to push the boundaries of the contract – commonly known as ‘scope creep’.
Face to face: A one-day workshop for up to 12 people. This course includes hands-on techniques, working through theory and practical exercises.
Live Virtual Classroom: A 2 hour workshop designed to teach participants the fundamentals of negotiating, The difference between Positions & Interests, where the ZOPA (zone of potential agreement) is and how to ensure a win/win outcome.
This course will leave the participant equipped with:
- a variety of negotiation styles and the know-how of when to use them
- the methodology to frame your negotiation
- the skill to identify your acceptance zone
- the ability to manage conflict through to resolution.
Couple with this the ability to think creatively to provide options that focus on the interests of all parties. Finally, delegates will be able to find a mutually satisfactory outcome that helps the client relationship remain strong.
- Defining negotiation – what is ‘Principled Negotiation’
- Negotiation styles – qualities of a great negotiator
- Know your BATNA (best alternative to a negotiated agreement) and understand your ‘walk-away’ before you start
- Preparing and structuring a negotiation
- Creative thinking for optimum solutions
- The LADDER of Assertiveness
Our free e-Learning module for Cross-Selling (no selling required) is an interactive introduction to best practice.
This is an informative and well-presented 30-minute course.
Disagree without being disgreeable
How do you handle the ‘bad news’ conversations with your clients? Could you do better? We all have to deal with tricky topics such as ‘scope creep’, project delays or unexpected costs. The course ‘Difficult Client Conversations‘ is designed to equip project managers, directors and other staff who need to handle awkard situations with valued clients.
Take what you’ve learnt and use it!
Research suggests that 80% of sales training is lost within 180 days. We also know that it takes at least six weeks to start embedding new behaviours as habits. So how do you maximise your training investment? One great way is one-to-one coaching.
“One-to-one coaching helped me overcome some of the barriers I faced as a technically minded person. I am now much more confident with clients.” Technical Director, RPS.