SOLUTIONS FOR DIFFERENT NEEDS
OFF-SHELF OR CUSTOMISED
By assessing your needs we create the perfect training program to meet your challenges, on both an individual and organizational level. Different training topics can be mixed and put together as a training program that creates sustainable change and growth. Choose between varying degrees of customization – either modular or custom built from the ground-up.
Negotiation training – quick answers
What is negotiation training?
What sales training formats are available?
It’s essential to consider the negotiation as a process, not as an isolated event. This course guides participants through all the different stages of the negotiation process – from preparation to bargaining, through discussion and proposing phases.
- Prepare for negotiation, applying the five principles of The Harvard Negotiation Concept and defining a strategy based on variables like costs and value and customers’ needs and wants.
- Establish credibility by presenting critical information and building strong relationships. Understand then the negotiation elements’ value and clearly define positions and interests.
- Draft a proposal that evaluates the worth of the proposition to the client, the urgency of executing the solution, the adjustable and non-adjustable aspects, and the client’s stance and priorities.
- Reach a final agreement based on good preparation, discussion and understanding of each party’s situation.
Get in touch with aspects of negotiation, deciding on the style to be adopted and keeping prerequisites in mind. Then concretise your preparation with the five Principles of The Harvard Negotiation Concept and detailed analysis in a win-win logic.
Deepen positions and interests and clarify them if necessary. Then gain credibility during the process, so you arrive at the next stage with a stronger bond with your customers.
PROPOSE AND BARGAIN
To achieve successful negotiations, be flexible, understand the areas of possible agreement, propose alternatives, make concessions as needed, and clearly understand the power balance between parties.