Start date: 26 April 2022
Duration: 26th & 27th April - 2:00pm - 5:00pm
Cost: €119 per person (Non Chamber & Network Members €149)
Course code: N/A
Negotiating affects all parts of life and business. Seldom is a topic so universally applicable. Every day we are tasked with finding better ways to do things. We enlist help, we engage with colleagues, providers and partners. We look to get our way but also hope we can get them to come along with us as well. We dislike confrontation and want to have the skills we need to be effective without being rude. If you need to be able to influence others, close more deals, build your confidence with others and want to see better outcomes in life and business this programme is for you.
This intensive workshop held over two half-days is based on a model of 10% training and 90% coaching and mentoring. Participants should attend with a positive and open attitude towards role play, receiving feedback and perfecting their style.
Rob Marr will ensure a positive learning environment is created to ensure the rapid development of skills in a fun and practical way.
A workbook will be provided to capture key content elements, action plans and notes.
On completion of the training programme, participants will:
• Learn to negotiate contracts and deals
• Build confidence when asking for the business
• Develop unique strategies to help you navigate customer conversations
• Experience negotiations in real-life scenarios
This course is suited to anyone involved in sales
Step 1: Creating Goals for Negotiation
How to set yourself up for success
Step 2: Setting Out Your Agenda
Using the Anchoring Technique to set the framework
Step 3: Accusations and Labels
How to expose positions and find areas of agreement
Step 4: Creating Calibrated Questions
How to navigate the conversation to a positive outcome
Step 5: Never Split the Difference
Adding value and your “giveaway'” options to close the deal