Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
In-House Training
Excellence in Training
MS09E
Strategic Negotiation
Minimize your costs and maximize your prices, in order to maximize your profit in a win-win way
Overview Negotiation is an everyday event and a critical business skill. Mastering the art of negotiation is about understanding how to lead or navigate the negotiation process, uncover positions, know your priorities and use communication techniques that allow you to influence the negotiation. The program covers everything participants need to know about negotiation at all levels, from small one-off transactions to big complicated deals. Attendees of the program will explore the process of planning the walk away point and opening offer, tradeables, the body language signs that the other person is happy with the deal, getting from the opening offer to the final position. During the workshop participants will look at tactics like The Vice and The Salami, also The Flinch, The Nibble, Higher Authority and The Quivering Pen.
Who Should Attend? Buyers, sellers, those who come into contact with sales people, managers of budgets.
Primary Objectives & Benefits This workshop will help participants to: 1. Be able to get better deals in and outside of their work. 2. Learn how to save money and make more profit. 3. Have greater control and confidence when negotiating. 4. Learn many practical ideas on how to be a better negotiator.
5. Achieve more positive outcomes while maintaining the relationship. 6. Establish better relationships with clients and suppliers. 7. Deal more effectively with “difficult� negotiation partners. 8. Gain an appreciation of universal negotiation theories, concepts and practices.
Excellence in Training
MS09E
Get in Touch: P.O. Box 34970 Dubai, United Arab Emirates Tel. No.: +971 4 2941288 Fax: +971 4 2941228 Email: ts@teampower.ae www.tpidubai.com | www.strategictalk.com
Strategic Negotiation
Minimize your costs and maximize your prices, in order to maximize your profit in a win-win way Module 1 - Overview Of The Process
Situations which are really negotiations Understanding power The nature of win/win Hedge story The five phases
Module 3 - What You Should Prepare
Understanding walk away points Why you must keep to your walk away point Your Plan B Opening offer and justification for it Their possible weaknesses
Questions rather than talking Signs of lying / Signs of being happy Words that are signals Not punishing signals Words that show weakness
Module 6 - Assertiveness In Negotiation
How to set your opening offer Just beyond the best you could hope for Nothing to do with market rate / going rate! Not a round number
Module 7 - Trading
Fear of embarrassment Fear of losing the deal You can always crumble Negotiation instead of walking away Negotiation instead of not trying at all
Module 4 - Body Language And Signals
Module 5 - Opening Offers: Setting, Responding
Module 2 - Why We Resist Negotiating
Daring to ask for more than you want What if they are aggressive? The words to use Examples and quiz
Module 8 - Common Tactics
Why it’s important Never concede unilaterally The words to use: If you… then I….. Moving in small amounts
The Flinch The Vice Higher Authority The Quivering Pen The Nibble
Quiz and planned actions
Module 9 - Review And Learning Points
Learning points Ideas for putting it into practice
Program Highlight Duration: 3 days Date: To be Agreed with the Client Organization
Timing: 8:30 am to 2:30 pm daily Venue: Suitable & fully equipped venue (to be provided by
Customer)
Language: English or Arabic Material: Participants will be provided with high quality handouts Certificates: Certificates of Completion shall be provided to participants upon successful attendance of the training program Fees: Inclusive of facilitator’s fees, materials and certificates