Powerful Negotiations

Who Should Attend

• Professionals with negotiating responsibilities
• Professionals looking to take their personal effectiveness to the next level

Course Objectives

• Overview of types and phases of negotiations and skills for successful negotiation
• Learn how Emotional Intelligence (EQ) can give you an edge in negotiations
• Analyse your personal strengths and weaknesses in Emotional Intelligence
• Explore ways to lay the groundwork for negotiation
• Identify what information to share and what to keep to yourself
• Understand the dos and don'ts of great negotiation techniques in business
• Learn techniques for staying focused and managing your emotions
• Develop strategies to find mutual gain, reach consensus and terms of agreement
• Gain powerful non-verbal awareness to understand and use body language to recognize buying signals and overcome objections
• Learn how to manage disagreements and negotiate in difficult situations.

What will you gain?

By the end of this course you will be able to:

• Use information as your greatest weapon in negotiations
• Exhibit self-confidence and a positive attitude in negotiations
• Anticipate what to expect and prepare for your bargaining
• Manage the negotiation process and break an impasse
• Use non-verbal signals and body language to lead your bargaining partner to a win-win  outcome
• Manage yourself and stay focused to achieve efficient negotiations
• Master bargaining techniques and negotiate on behalf of someone else.

Course Content

• Understanding Negotiation
  • Types of Negotiations
  • The Three Phases
  • Skills for Successful Negotiating
• Getting Prepared
• Laying the Groundwork
• The Negotiation Game
• Phase One — Exchanging information
• Phase Two — Bargaining
• About mutual gain
• Phase Three — Closing
• The role of Emotional Intelligence in negotiation
  • What is Emotional Intelligence?
  • The Pillars of Emotional Intelligence
  • Four Skills in Emotional Intelligence
• The power of reading the meaning of facial expressions
• Recognising body language to your advantage
• Using non-verbal signs to guide and persuade
• Techniques for over-coming rejection and getting past disagreements
• Negotiating outside the boardroom
• Negotiating on behalf of someone else
• Role playing, negotiation exercises and activities

Career Path

Sales Excellence: Bridge the Gap between Knowing & Doing