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Effective Negotiating Skills Training
Effective Negotiating Skills Training focuses on negotiating from a win-win mindset that results in a mutually beneficial agreement that is fair to both sides.
This one-day live instructor-led Effective Negotiating Skills Training course teaches the art of closing the deal, using strategic negotiation skills. You will learn how to identify objectives and variables, establish negotiation requirements, research the other party, determine concessions, formulate a plan for agreement, and determine the logistics negotiation. Course activities in the Effective Negotiating Skills Training course also cover the guidelines for conducting a successful negotiation and facilitating communication, questions you should ask and appropriate responses, and situations that require a specific negotiation style. You will also learn how to gain control in a negotiation, use various negotiation strategies, and deal with unethical negotiation tactics.
Sales and Negotiation Skills
Upon successful completion of the Effective Negotiating Skills Training course, you will be able to:• Develop an effective plan and strategy for your negotiations• Recognize interests and issues and avoid unnecessary positions • Become more persuasive • Use techniques that draw information from the other party• Recognize the benefits of adopting a win-win mindset• Minimize conflicts and deadlocks • Ask and answer questions to control the negotiations• Deflect personal, hostile, or irrelevant objections by reestablishing common ground in the negotiations• Create a list of concessions that can be “given” during the negotiation to use as bargaining tools• Read body language, facial expressions, and other signals to uncover “hidden” messages• Neutralize manipulative tactics • Maximize closure opportunities
Effective Negotiators PrepareWhen do you negotiate? Identify and create negotiable moments Case study: The battle for the budget Understand yourself Understand the other side Develop your alternatives Case study: The battle for the budget Effective Negotiators ListenBe a good listener Listen to build a relationship Uncover “hidden” messages What do you do with what you hear? Maintaining your composure Effective Negotiators PersuadeYour roadmap Acknowledge mutual needs Be silent Concede on unimportant items Apply your leverage appropriately Deflect “dirty” tactics Respond ethically but assertively End the negotiation AppendixPitfalls to avoid Negotiating “on the fly” Action plan
HRCI Professional in Human Resources (PHR)HRCI Senior Professional in Human Resources (SPHR)SHRM Certified Professional (SHRM-CP)
To ensure your success, we recommend that you have a good understanding of Basic Sales Skills, or attend the following course:• Sales Skills Essentials
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