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Negotiation Training Effective Negotiation Skills Workshop

Presentation · July 2018

DOI: 10.13140/RG.2.2.12041.34407

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 Negotiation Training
Effective Negotiation
Skills Workshop

Call Us Today: +1-972-665-9786

https://www.tonex.com/training-courses/negotiation-training/

Since 1993, Tonex has specialized in providing industry-leading training, courses, seminars,
workshops, and consulting services. Fortune 500 companies certified.
TAKE THIS COURSE
Since 1993, Tonex has specialized in providing industry-leading training,
courses, seminars, workshops, and consulting services.

Why Tonex ?

--Presenting highly customized learning solutions is what we do. For over 30

years TONEX has worked with organizations in improving their
understanding and capabilities in topics often with new development,
design, optimization, regulations and compliances that, frankly, can be
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--Reasonably priced classes taught by the best trainers is the reason all kinds
of organizations from Fortune 500 companies to government’s most
important agencies return for updates in courses and hands-on workshops
Audience:
course designed for:

• Buyers
• Account executives
• Contract negotiators
• Sales professionals
• Sales managers and anyone involved in selling and
buying negotiation processes and would benefit
from this negotiation training.

Price: $1,699.00 length: 2 days

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 Negotiation Training centers around taking care of the issue
and shutting the hole between what the two gatherings
need. Regardless of whether it's distributing assets for a
venture, financing another activity or setting up an
inventory network for another item or administration, or
acquirement of new gear, negotiation is definitely at the
core of the procedure. Negotiation training, hands-on, with
hypothesis, exercise, workshop and contextual analyses and
recordings, gives the participants a well ordered manual for
effective negotiation.

You should recognize the issue, comprehend it from

alternate viewpoints, create elective arrangements and
select an answer that advantages the two sides.

All gatherings require each other to accomplish their

objectives.

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Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE
https://www.tonex.com/training-courses/negotiation-training/
 Training Objectives

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
• Discover how to influence them and improve your profits!
• Regain the seller’s advantage over today’s more sophisticated purchaser with the help of
this strategic sales negotiation training.
• Learn the tools, techniques and savvy sales negotiation tactics that enable you to influence
your buyer’s perception of cost, value and benefits.
• Close the sale by maintaining a flexible position that successfully counters your buyer’s
negotiating moves, Discover through sales negotiation training how to improve sales
margins and closing ratios
• Influence how customers view your product’s costs, benefits and value to them
• Anticipate buyer behavior and turn it into an advantage
• Establish your credibility as the buyer, Develop confidence-building skills that maintain your
control of sales negotiations
• Be ready to justify your price when meeting price specifications
• Use creative advantages to counter competitive offers, What You Will Cover
• Understanding the sales negotiation process from both perspectives—yours and the
customer’s, Differentiating between selling and negotiating, Using powerful sales
negotiating/planning tools, Addressing aggressive buyer demands face-to-face
• Developing stronger client relationships through win-win negotiations
• Applying strategies to favorably influence the four primary negotiating styles
• Creating a motivational climate for your buyer

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Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE
https://www.tonex.com/training-courses/negotiation-training/
 Course Outline

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
• Introduction to Negotiation
• What Is Negotiation?
• Fundamental Negotiation Concepts and Process
• Plan and Prepare for a Negotiation
• Integrative Negotiations & Multi-Issue Negotiations
• Team Based Negotiations and Preparation
• Cross Functional Teams
• “Shadow” Negotiations: power, politics, coalition building, and agency issues
• Sales Negotiation Planning Tools
• Exercises, Workshops, case studies and Last Day Project
• Practicing Win-Win Sales Negotiations
• Workshop 1: Profitable Win-Win Negotiation Plan
• Workshop 2: Thinking Beyond "Win-Win“

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Introduction to Negotiation
• About the Program
• Why are we here?
• What do you want to take away?

What Is Negotiation?
• Define the Basic Concepts of Negotiation
• Define What Is Negotiable in Typical Business Situations
• Identify Approaches to Negotiation
• Define Your Negotiation Style
• Rules on Procurement Negotiation
• Negotiation Stages
• Identify the Six Stages of a Negotiation
• Use Appropriate Behaviors in Each of the Stages
• Define the Influences on the Negotiation Process
• Planning Your Negotiation, Plan a Negotiation
• Determine a Settlement Range, Apply the Planning Framework in Practice Negotiation
• Apply the Persuasion Process, Use the Frame/Reframe Process to Understand the Other
Party, Examine Possible Approaches to Use When There Is Confrontation
• Use Listening Skills in the Negotiation Process and Communication

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Fundamental Negotiation Concepts and Process

• Sales Negotiation Process

• Role of the Buyer
• Perceptions of the Sales Negotiation Process
• Common Ploys and Countermeasures Used in Sales Negotiations
• Buyer’s Motivation in Most Situations
• Consultative Sales Processes
• Difference between Selling and Negotiating
• Selling First, Negotiating Last
• Premature Negotiation Pressure from the Buyer
• Know When and When Not to Negotiate
• Elements of an Offering
• Identify Negotiating Chips
• Create Value Which Offsets the Need to Make Concessions
• Value of Maneuvering Room, Concession Planning, and Planning
• Fundamental concepts to use in every negotiation

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE
https://www.tonex.com/training-courses/negotiation-training/
Plan and Prepare for a Negotiation
• Expectations impact a negotiation
• Sales Margins and Closing Ratios
• How Customers View Your Product’s Costs, Benefits and Value
• Buyer Behavior and Turn It into an Advantage
• Your Credibility with the Buyer
• Confidence-Building Skills That Maintain Your Control of Negotiations
• Role of the Professional Salesperson
• Difference between Manipulative Selling and Consultative Selling
• Key Sales Responsibilities of Professional Salespeople
• Integrative (value based) agreements
• Build trust and develop relationships
• Uncover the other party’s interests: how to ask and not ask questions
• Avoid communication irritators
• Build long-term relationships with the other party
• Identify and diffuse gambits (dirty tactics such as good cop/bad cop)
• Manage a multi-issue negotiation
• Skills of effective negotiators
• Create values, Post settlement settlements
• How and when to present a proposal and counter-proposal

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

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Team Based Negotiations and Preparation

• Manage complex team dynamics

• Skills for negotiating within and between teams (internal vs. external negotiations)
• Managing conflict and perceived power differences
• Work with difficult others
• Strategy for managing informational, procedural, strategic and social complexities
• Facilitate and manage the negotiation process (agenda, ground rules, decision rules, etc.)
• Create a super-ordinate goal and gain buy-in
• Importance of discussing the “no agreement alternative”
• Build a visual matrix
• Revisit the post settlement settlements

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

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“Shadow” Negotiations: power, politics, coalition building, and agency issues
• Importance of “shadow” negotiations (negotiations that occur away from the table prior to
an “official” negotiation), how they operate and influence the negotiation outcome.
• How and why coalitions are built, the positive and negative consequences of forming a
coalition with colleagues, the instability of coalitions as well as “first mover advantage” in
coalition formation. How agents and other parties outside of the immediate negotiation can
wield influence and alter the “expected” negotiation process.
• How to build trust and why trust is important to maintain long-term relationships.
• Uncovering hidden interests to move parties toward problem solving and away from
positional bargaining. Strategies to build power and determine which tactics yield the most
influence with team members; discover how perceived power impacts a negotiation.
• Study how emotions impact negotiation behavior and how to manage their own as well as
the other parties’ emotions. How others may perceive their behavior and understand the
importance of observing the other parties’ behaviors both prior to and during the official
negotiation; recognize signs of loyalty and betrayal. Ethical implications for their behavior
and the impact of other’s perceptions of honesty on their reputation and future encounters.
• Part 1: Shadow Negotiating: Pre-exercise phone and e-mail communication
• Part 2: The Press Party: Informal Negotiations
• Part 3: Crisis Meeting: Resolution

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE
https://www.tonex.com/training-courses/negotiation-training/
Sales Negotiation Planning Tools

• Process of Establishing Settlement Ranges in Advance

• Concept of Planning for Concessions
• Power and Position in Sales Negotiations
• Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
• Fundamental Strategies for Various Power Positions
• Different Sources of Real and Perceived Power
• Improve Sales Margins and Closing Ratios
• Influence How Customers View Your Product’s Costs, Benefits and Value
• Anticipate Buyer Behavior and Turn It into an Advantage
• Establish Your Credibility with the Buyer
• Develop Confidence-Building Skills That Maintain Your Control of Negotiations

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
Exercises, Workshops, case studies and Last Day Project

· Exercise #1: Fundamental Negotiation Concepts in practice

· Exercise #2: Integrative Negotiations in practice
· Exercise #3: Multi-Issue Negotiations in practice
· Exercise #4: Team Based Negotiations with issues of power and conflict in practice
· Exercise #5: Cross Functional and advanced negotiation skills exercise
· Exercise #6: “Shadow” Negotiations in practice
· Exercise #7: Cross Cultural Negotiations

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Last Day Project: Practicing Win-Win Sales Negotiations

• A Sales Negotiation Exercise

• Define Practical Experience in Developing Settlement Ranges
• Define Practical Experience in Identifying Negotiating Chips
• Define Practical Experience in Planning Concessions
• Define Practical Experience in Completing the Sales Negotiation Planner
• Negotiation Planning Steps
• Evaluate the Sales Negotiation Process More Fully
• Determine If a Sales Negotiation Was a Winner for Both Sides
• Critical Mistakes to Avoid in Sales Negotiations
• Importance of Following through after the Negotiation Is Completed
• Achieving Success as a Negotiator
• Negotiating Problems
• How To Deal With Them, How Hard a Bargain Should You Drive After the Negotiation
• How You and Your Company Benefit, Review
• Prescription For Continuing Success.
• Defining Key Elements and KPIs which Can Lead to Success in Negotiations at UTS

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Case Study: Negotiating a Mutually Profitable Win-Win Sale
• Appreciation for the Importance of Internal Negotiations
• Experience in Developing Settlement Ranges
• Experience in Identifying Negotiating Chips
• Experience in Planning Concessions
• Experience in Completing the Sales Negotiation Planner
• Effective in Sales Negotiation Planning
• Influence Buyer Behavior More Purposefully

Workshop 1: Profitable Win-Win Negotiation Plan

• Negotiating Practices on how to define a Mutually Profitable Win-Win Plan

Workshop 2: Thinking Beyond "Win-Win"

• The Negotiator's Dilemma: Cooperate or Compete? The Psychology of Change
• Working with the Six Laws of Influence , The Anatomy of a Distributive Negotiation
• Creating Value through Integrative Negotiation
• Different personality, different underlying interests:
• Power vs. Leverage & Beyond Listening
• Managing Your Emotions & Dealing with Difficult People
• Finding Creative Solutions & What Will We Take Away?

Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE

https://www.tonex.com/training-courses/negotiation-training/
Negotiation Training | Effective Negotiation Skills Workshop TAKE THIS COURSE
https://www.tonex.com/training-courses/negotiation-training/
 Negotiation Training
Effective Negotiation
Skills Workshop

Call Us Today: +1-972-665-9786

https://www.tonex.com/training-courses/negotiation-training/

TAKE THIS COURSE

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