Day 1:

Module 1: Overview – The Keyhole Model

• Context setting
• Definition of negotiation
• Mapping our negotiation strategy
• The negotiation process
• Planning and preparation

Module 2: Being Effective In Customer-Centered Negotiation

• Applying learning in negotiating with different people
• What people say and do and what is important to them
• What we do more of when negotiating with others
• What we avoid doing when negotiating with others
• Revealing our blind spots

Module 3: Key Pillars In Communication

• Discovery questioning
• 6 types of questioning
• 3 techniques in discovery questioning
• Active listening
• 6 techniques in active listening

Module 4: Planning For Negotiation

• 3 key objectives
• 5 Critical Information
• Variables
• 5 Power Factors
• Trading Plan

Day 2:

Module 5: The Explore Stage

• Understand the context for negotiation
• Looking for ZOPA and NOPA
• Developing BATNAs
• Listening and questioning
• Identifying needs and priorities

Module 6: The Propose Stage

• Anchoring
• Managing expectations
• Defining objectives
• Breakpoints, Stretch Targets and Great Deals
• Move Plan

Module 7: The Counter Stage

• Tactics and defense
• Making counterproposals
• Compromise, Hold and Trade
• Using variables
• Unlocking values

Module 8: The Agree Stage

• Reaching an agreement
• Summarizing, confirming and re-confirming
• Logical vs acceptable
• The Law Of Constant Change
• Follow-up

• Develop your own successful negotiation style with key behavioral elements
• Discover negotiating strategies that can be used according to the needs and demands of your organization.
• Employ different tactics in situational negotiations
• Identify and negotiate the best outcome possible
• Understand and employ the key skills and processes to negotiate successfully