Our program outline encompasses the following modules:

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

• Apply practical negotiation skills to conduct win-win negotiations 
• Build and strengthen customers’ relationship with professionalism 
• Connect with the origins of your negotiation behaviors and remove limiting beliefs about negotiation 
• Develop your personal unique negotiation style with depth and flexibility 
• Employ effective communication skills to different types of negotiators 
• Enhance listening skills and powerful non-verbal skills  
• Gain commitment and agreement with less effort 
• Identify key personality differences between a good and a bad negotiator 
• Know the difference between buying and selling and the different positions to take in buying or selling negotiations 
• Negotiate your point persuasively and overcome objections effectively 
• Understand and employ the negotiation process effectively 
• Use different tactics in negotiation