The technique of negotiation

Descrizione del corso

Objectives: Learning how to achieve the best possible outcome when making arrangements, in order to reach a mutual stable, acceptable, satisfying solution and maintain the future relationship. Audience: • Salesmen, representatives • Sales managers • Area managers

Programma

The elements of negotiation
• Analysis of negotiation elements
• Models of negotiation
• Interest analysis
• Common mistakes
• The Johari window model
• Positions
• Motivations
• Understanding the others
• Goal setting
• Win-win perspective

The fundamentals of negotiation
• The opening position
• Strenght and gentleness
• Consistency
• Listening
• Verifying expectations
• The use of time
• The counterpart profile
• The negotiation plan
• The counterpart
• The stakeholders and the invisible power
• The competitive and the cooperative strategies
• Questioning technique
• Requesting technique
• Principles and elements for successful negotiation

The use of power in negotiation
• Showing strenght
• Repetition
• Uncertainty
• Pression
• Influences, firm points
• Strenghts and motivations
• Manipulation and the limits of the game

Price negotiation
• Presenting price argumentation
• Raising price objections
• Handling price objections
• Price negotiation

The collaboration process of NLP for difficult situations
• The balcony
• The counterpart perspective
• Reorganizing
• The golden bridge
• Instructing

Reaching an agreement
• Traps and bluffs
• Disagreement due to difficult positions
• Negotiation dead end
• Making concessions
• Making requests
• Barriers to closing
• Techniques to reach the final offer
• Closing techniques