his course is designed for delegates to take away a powerful and practical framework that is easily applied across all high-level negotiations.
DurationPut yourself a decade ahead of the pack by practising the crucial parts of negotiating. In fact, the return-on-investment for negotiating skills training is almost immediate.
Excitingly, an avalanche of new brain research has also made this negotiation programme simpler and more powerful. So, by focusing on a few big discoveries, neuroscience has allowed us to focus on the new basics and produce a negotiating system that is intuitive and easier to implement.
Why Should an Individual Attend?
When you realise that managers spend 80% of their day negotiating, it makes business sense to know how to negotiate effectively. In fact, the return-on-investment for negotiating skills training is almost immediate.
This course is designed for delegates to take away a powerful and practical framework that is easily applied across all high-level negotiations.
Outcomes
On completion of this course, you will be able to:
Prepare for a negotiation (case studies to practice the CUSP® methodology)
Conduct a negotiation (case studies) and achieve great results in a high-trust way
Handle objections and close a negotiation in a high-trust way
Program Outline
The program outline runs as follows:
Introduction to Negotiations System, Breakthroughs in Neuroscience, 7-Levers of Power
Introduction to CUSP® (Tool 01 of 04), 7 x Examples of Negotiations (mini cases), Trust
Body Language & Zoom Tips (Tool 02 of 04)
Negotiating Terms, 7-Common Mistakes, 10 x Golden Rules (Tool 03 0f 04)
Selling vs. Neg, Questions, Contact Form, Contact Report, Roosevelt Mini-Case
Crack the Case” (Logrolling, Non-Zero-Sum Case)
Objection Handling & Closing (R.E.D.S. Tool 04 of 04)
Prepare for your next important work case at work (i.e. homework)
How to sell vs. Negotiate (What’s the difference?)
Asking Questions (Trust building & “uncovering”)
Writing a Contact Report
Introduction to “Crack The Case” Study (How to Complete the PAR Value forms, BATNA, Context,
Who Should Attend?
Engineers
Architects
Quantity Surveyors
Construction Health and Safety
Contractors / Sub Contractors
Executives / Senior Management
Middle Management
Administrators / Support Staff
The School of Consulting Engineering was founded by CESA in 2000. The School aims to provide the opportunity for Consulting Engineers, their staff, their clients and other interested parties in the Built Environment to enhance their business, professional and entrepreneurial skills.
All training is interactive and participative. The methodology is designed to achieve maximum group participation. It allows delegates to take away real practical skills, rather than just theoretical knowledge.
The annual training programme comprises of seminars, workshops, short courses and skills programmes, which are developed to meet the specific requirements of the industry and are held all over the country.
If your company has more than 10 people wanting to attend a particular course, a dedicated in-house training course can be arranged at a time convenient to you. In addition to receiving a special group discount it also saves on travel time and is an excellent intellectual team building exercise, giving companies the ability to work with and discuss confidential company data.
Welcome to the Sale Fundamentals eLearning Course! Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex.
The critical role of the Sales Manager transcends the mere tracking and reporting of statistics and has evolved into a role which requires proactive leadership, outstanding communication, effective decision making, and above all, motivating others to achieve top performance.
This intensive five-day professional course is a transformational experience for individuals involved in business development, sales, and relationship building. Participants will learn proven techniques that empower them to create outstanding sales plans and exceed sales targets.
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This practical 2-day Negotiation Skills course will demonstrate the best way to run a negotiation – from ice breaking to closing the deal. A highly experienced negotiator will demonstrate, step-by-step, and with the aid of case studies and practical exercises, how to apply a range of powerful neg...
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