Business Coaching, Management Training and More by The BCF Group

Effective Negotiation Skills Course

  • In-House Option Available
Professional Customer Care Training

Negotiation is an everyday challenge for some whether it be in the office, field or at home. Have you ever walked away from a situation thinking "if I'd only put my thoughts, side, opinion or words across better"?

This 2-day course is perfect for managers, supervisors and sales people. It will focus on negotiation skills and the techniques that go with it. In this energy-charged provision you'll learn and practice negotiation, assertiveness and influencing techniques.

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Course Syllabus


Module 1

An Introduction to Negotiation
  • Assessment of your current sales and negotiation strengths and improvement areas
  • What is negotiation?
  • Identifying objectives and all factors affecting negotiation
  • The negotiation model - the four stages


Module 2

The Preparation Stage
  • The significance of preparation and why we need to prepare
  • What do you need to prepare?
  • Preparing a set of objectives: yours and theirs
  • Understanding constants and variables
  • Researching the other party
  • Creating a "win-win" situation
  • Preparing yourself for possible set-backs and objections


Module 3

The Discussion Stage
  • The importance of rapport building
  • Opening the negotiation
  • The power of effective questioning techniques
  • Improving your listening skills
  • Controlling emotions
  • Spotting the signs - non-verbal communication and voice clues


Module 4

The Proposing Stage
  • Stating your opening position
  • Responding to offers
  • How to deal effectively with adjournments


Module 5

The Bargaining and Closing Stage
  • Making concessions - the techniques
  • Adopting key bargaining skills
  • Dealing with objections and underhand tactics
  • Closing techniques
  • Confirming the agreement
  • Creating long term, lasting commitment


Objectives

By the end of the course participants will be able to:

  • Understand the importance of preparation and how to set about it
  • Use a proven model to move through the stages of negotiation to work towards a win-win situation every time
  • Understand the different styles of negotiating
  • Establish both their and the other party's bargaining positions
  • Effectively close and confirm the negotiation
  • Negotiate confidently and successfully having practiced their negotiation techniques during the course


Scheduled Open Courses

Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. If you would like to discuss how we can tailor this course for you and/or run it at your premises, please call us on 0844 800 3295 or contact us online with a brief description of your training requirements and we will get back to you.




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To find out more information, and to see the scheduled dates and course syllabus for our ILM Level 3 Award in Leadership and Management course, please click on the button below.

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The most popular of our management training courses, the First Line Management course is specifically for people who are new to a management position or who are about to undertake a management position and have had no formal management training. Anyone who is new to a management or supervisory position will benefit from this course.

This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. We have specifically designed new models for this course that will help make what some believe is a complex undertaking (performance management; organisational strategy and operational alignment) into a simple, clear and concise set of steps. Once shown "the big picture", we help you break it down from a managers perspective.

We currently run this course as an open course at our Nottingham, Manchester and Reading training venues, as well as providing it in-house at your premises. The course content can also be made bespoke and tailored to your organisation's specific requirements and industry.

To find out more information, and to see the scheduled dates and course syllabus for our First Line Management course, please click on the button below.

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