Sales Negotiation Skills

The purpose of your training is learning new skills and/or changing behaviour. We can help you measure this! Post-course, to evaluate how successfully the attendees are doing this, delegates can attend a Workplace Implementation session during the skills transfer period. 

• During the Workplace Implementation session the individuals will either on a 1-2-1 basis or as a group discuss the challenges and successes they have experienced during their skills transfer period.
• This will include what they are doing differently as a direct result of the training and how this has positively impacted the organisation.
• This is an excellent way to encourage the learning, support the skills transfer into the workplace and act as a measure to evaluate the training.

We compile this information into a report so that you have evidence of your return on investment.

Business Benefit

• One of the major critical success factors for many organisations is the ability to complete successful negotiations. This course focuses on this involved and challenging process, highlighting the key skills and strategies needed to negotiate a winning outcome.

Who Should Attend

• Sales people, buyers, managers and anyone who is involved in negotiation at any level.

Learning Outcomes
Definition of Negotiation and Myths: Negotiation is a process wherein two or more parties engage in discussions to reach an agreement or resolve a dispute. It is a fundamental aspect of human interaction. There are several myths surrounding negotiation, including:

• Win-Lose Myth: The belief that one party must win at the expense of the other.
• Fixed-Pie Myth: The assumption that there is a fixed amount to be divided, neglecting opportunities for creative solutions.
• Good Guy-Bad Guy Myth: The notion that one party adopts a tough stance while the other pretends to be sympathetic.

Three Criteria for Negotiating: The three essential criteria for negotiation are:

• Interdependence: Parties must depend on each other to achieve their goals.
• Conflict of Interest: There should be differing interests or viewpoints.
• Voluntary Participation: All parties must willingly engage in the negotiation process.

Why We Negotiate and Alternatives:

• We negotiate for various reasons, including achieving mutually beneficial outcomes, resolving conflicts, and making decisions. Alternatives to negotiation include arbitration, mediation, litigation, and collaboration.

Skills of a Negotiator: 

• Skills required for effective negotiation include active listening, communication, empathy, problem-solving, adaptability, and the ability to manage emotions.

Four Phases in the Negotiation Process: The negotiation process typically consists of four phases:

• Preparation: Gathering information, setting objectives, and planning.
• Opening: The initial phase where parties present their positions and interests.
• Bargaining: The core of negotiation, involving concessions and compromises.
• Closing: Finalizing the agreement and ensuring all parties are satisfied.

Two Negotiation Models: Two notable negotiation models are the:

• Distributive Model: Focused on dividing a fixed pie, often leading to win-lose outcomes.
• Integrative Model: Aims to expand the pie by creating value for all parties, seeking win-win solutions.

Practice Negotiation:

• Practicing negotiation involves real or simulated scenarios where individuals can apply negotiation skills and strategies to achieve their objectives. It’s a valuable method for improving negotiation abilities.

Course Content

• What is Negotiation? Negotiation is a process where two or more parties engage in discussions or dialogues to reach an agreement, make decisions, or resolve conflicts. It involves finding common ground and compromises to achieve mutually acceptable outcomes.
• The Myths of Negotiation: There are several myths surrounding negotiation, including the idea that negotiation always leads to a win-lose outcome, that there’s a fixed pie to divide, and the “good guy-bad guy” myth where one party pretends to be sympathetic while the other takes a tough stance.
• The 3 Criteria of Negotiation: The three essential criteria for negotiation are interdependence (parties relying on each other), a conflict of interest (differing goals or viewpoints), and voluntary participation (willing engagement in the negotiation process).
• When Do We Normally Negotiate? Negotiation occurs in various aspects of life, including business deals, labor disputes, international diplomacy, resolving personal conflicts, and even during everyday decision-making.
• The Alternatives to Negotiation: Alternatives to negotiation include arbitration, mediation, litigation, collaboration, or simply accepting the status quo without attempting to negotiate.
• Power and Costs: The Ideal and the Limit Bargaining Model: The Ideal Bargaining Model aims for the best possible outcome, considering the ideal terms. In contrast, the Limit Bargaining Model considers the lowest acceptable terms and seeks to avoid outcomes worse than this limit.
• The Skills of Negotiation: Negotiation skills include active listening, effective communication, empathy, problem-solving, adaptability, and emotional intelligence.
• How Well Do You Negotiate: I am an AI language model and do not engage in negotiations myself, but I can provide guidance and information on negotiation techniques and strategies.
• The Four Phases of Negotiation: The negotiation process typically consists of four phases: preparation, opening, bargaining, and closing.
• The Close and Agreement: In the closing phase of negotiation, the parties finalize the agreement, ensuring that all terms are agreed upon and any necessary documentation is completed.
• Negotiating Challenges: Challenges in negotiation can include dealing with difficult personalities, cultural differences, emotional dynamics, and managing conflicts of interest.
• The BATNA Model: BATNA stands for Best Alternative to a Negotiated Agreement. It represents the course of action a party will take if negotiations fail and serves as a valuable benchmark in negotiation strategy.
• The Negotiation Exercise: Negotiation exercises involve practical scenarios where individuals apply negotiation skills and strategies to achieve specific objectives, enhancing their negotiation abilities.
• Personal Development Plans: Personal Development Plans are individualized strategies for self-improvement and skill enhancement. They can include goals related to negotiation skills development.