Course description
Professional Negotiating Skills - 2 day course in commercial negotiation
Professional Negotiating Skills - 2 day course in commercial negotiationNegotiation skills are crucial not just because much of modern business depends on formulating mutually acceptable agreements, but because these agreements are a determining factor when it comes to a business' overall profitability.
This two day Professional Negotiating Skills course is designed precisely to give delegates the knowledge and skills necessary to secure win-win outcomes in commercial negotiations without making too many concessions or giving too much away for free. With a strong focus on the concept of 'both move', the training course teaches delegates to:
- Develop an in-depth understanding of negotiation and how to prepare for negotiations
- Distinguish between negotiation tactics (i.e. to address a price challenge) and structure
- Secure business without sacrificing margin
A series of role-plays will also allow participants to experience the ins and outs of negotiation from the perspective of both parties.
Upcoming start dates
Suitability - Who should attend?
This Professional Negotiating Skills course has been designed for salespeople, but is also suitable for sales managers, key account executives or any other figure involved in negotiating win-win outcomes.
Training Course Content
Course content includes:
- What makes for good negotiation skills - how to handle the trade off between getting what you want and getting along with people
- How to use the LDL 12 step planning guide to prepare for a negotiation
- The 11 laws of bargaining - don’t give concessions, trade them; how to make a conditional offer; how to handle deadlock; The importance of aspiration levels
- How to determine your negotiable variables - ALL the variables in and around the deal can be used to improve it
- How to solve the dilemma of where to open - how high, how firm, how soon
- Tactics and countermeasures - how to handle ‘I like your proposal but this is all I’ve got’, ‘Take it or leave it’, ‘Is that negotiable’ and many more
- How to use the 5 step negotiating structure: Prepare, Open, Explore, Bargain, Close/Agree
- Negotiating styles - how to use the language of partnership
- How deadlines and pressure affect the outcome
- How to recognise the sources of power
- Negotiate to satisfy - how to get what you want while leaving the other party satisfied with the outcome
Why choose Leadership Development Ltd
99% of delegates on our programmes rate them as ‘Good’ or ‘Excellent’
Founded in 1974
More than 600,000 people have participated in LDL programmes so far
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Reviews
Average rating 4.8
Very practical, lots of examples and energy. It was a small group so very focused. Good pace and amount of detail. Excellent.
The course was well structured and Nick was a very friendly & knowledgeable presenter. There was a good mix of theory, practical exercises and group discussion. All of the cours...
Expenses
Contact Leadership Development Ltd to discuss pricing for this in-house course.
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Leadership Development Ltd - Leadership, Management & Sales Courses
Leadership Development Ltd (LDL) is a leading international provider of training in leadership, management, sales and negotiation for professionals at all levels across an organisation, from front-line staff to senior managers. With over 30 years of experience in the sector,...
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LDL Case Study
Read about how LDL brought the Carphone Warehouse together to retain managers and help employees live its new values.
Negotiation Training
One of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective.
Excellent. Fantastic enthusiasm and very well delivered. I enjoyed this course very much indeed