Advanced Negotiation Skills

The Advanced Negotiation Skills course is designed to help participants develop the necessary skills to become effective business negotiators. This two-day course provides a comprehensive overview of the key elements of negotiation, including understanding buyer behavior, recognizing negotiating tactics and stances, and projecting confidence in business negotiation situations. The course is highly interactive, providing participants with the opportunity to engage in practical exercises and simulations to develop their negotiation skills.

Throughout the course, attendees will learn to identify their strengths and weaknesses in negotiation, and to understand the different types of buyers. They will gain a deep understanding of buyer behavior, including how to recognize negotiating tactics and stances, and how to effectively communicate in business negotiation situations. Attendees will also develop strong assertiveness skills, and learn how to project confidence in negotiations. By the end of the course, attendees will have gained the knowledge and skills needed to be an effective business negotiator, and to successfully negotiate favorable outcomes for their organization.

Key Learning Points:

• Identify strengths and weaknesses of personal negotiation style.
• Understanding of different types of buyers and their behavior.
• Recognition of negotiating tactics and stances used by buyers.
• Awareness of unconscious (non-verbal) communication in negotiations.
• Development of strong assertiveness skills in business negotiation situations.
• Ability to project confidence in negotiations.
• Improved effectiveness as a business negotiator.

Course Content

Overview

Understanding Your Negotiation Style

• Assessment of personal negotiation strengths and weaknesses
• Understanding the impact of personality and communication style on negotiations

Understanding the Different Types of Buyers

• Identifying different buyer personas and behavior patterns
• Understanding the role of power and influence in negotiations
• Understanding the impact of cultural and organizational differences on negotiations

Defining Buyer Behaviour

• Analyzing the decision-making process of buyers
• Understanding the impact of personal and organizational goals on negotiations
• Understanding the importance of building relationships in negotiations

Recognizing Negotiating Tactics and Stances

• Understanding common negotiating tactics and how to counter them
• Understanding the impact of positional bargaining and interest-based negotiations
• Developing a strategy for effective negotiations

Understanding Unconscious Communication

• Understanding the impact of non-verbal communication in negotiations
• Developing effective listening and observation skills
• Understanding the impact of body language and tone of voice on negotiations

Strong Assertiveness in Business Negotiations

• Developing effective assertiveness skills
• Understanding the impact of assertiveness on negotiations
• Developing a strategy for assertive negotiations

Projecting Confidence

• Understanding the impact of confidence on negotiations
• Developing effective self-talk and visualization techniques
• Building confidence through preparation and practice

Being an Effective Business Negotiator

• Understanding the importance of preparation and planning in negotiations
• Developing a negotiation plan and strategy
• Understanding the impact of ethics and values on negotiations
• Evaluating the success of negotiations and developing a plan for improvement.

Training Method

The programme is designed to enhance learning through group and individual cases and exercises. There are a number of opportunities to simulate negotiation and bargaining situations, practice techniques and evaluate skill levels. In addition the course leader’s specialist knowledge and guidance are available in all sessions.

The programme will be supported with handouts and post course references. The design of each course will provide for each delegate’s preferred learning style and optimise experiential learning processes.

Tutor inputs will be aimed at giving direction and guidance to ensure effective learning, skill enhancement and attitudes to move with the times. The presentation of each programme will use the most modern technique, materials and equipment.

Meet the Course Instructor

Mark has been in the Sales Industry for 15+ years, originally from London England but living in the UAE for the past 12 years, he has been able to mix the British way of selling with the melting pot of cultures that fill the Middle East. He understands that business is built on trust and having that long-lasting relationship with clients. Where some others might look for quick business, to Mark that is a short vision to have, he looks at the long term and that is built on the value he tries to deliver daily

The experience Mark has gained over the years living the life of an active salesperson, he has been through the process and knows what it takes to succeed. This is so important when it comes to training because he takes his real-life experiences and relates that to challenges people are facing to create a solution.

Mark has worked with many different sales industries and sectors, both being a salesperson and leading teams. Whether your business is B2B, B2C, product, or service, Mark can help with sales skills, implementing a sales structure and process, whilst building confidence through motivation.

Mark's passion is to help salespeople to develop their skills so they can provide for themselves and their families.

Mark's mission is that he wants to restore the sales industry to the profession it once was, it has lost that gloss and shine over the years, he believes he can make that difference.