TAILOR MADE TRAINING (IN COMPANY)
Negotiation is a balance between communication, persuasion and strategy. It enables people to bridge gaps, find common ground and achieve mutual benefits. This course will give you the knowledge and techniques you need to become a more confident, competent and persuasive negotiator.
Improve your ability to influence, persuade and achieve favourable results in any negotiation scenario.
KEY OBJECTIVES
- Learn how to prepare for a negotiation and master the win/win strategy.
- Learning to apply an effective negotiation method and style.
- Identifying and observing the other party’s non-verbal behaviour.
- Learning how to respond to difficult negotiators.
PROGRAMME
Introduction
Prerequisite knowledge.
- What is a negotiation?
- Description of a negotiation.
- Points to bear in mind during negotiation.
- Profile of a good negotiator.
The different negotiation strategies.
- Competitive or confrontational.
- Cooperative or reflective type.
Win/win strategy.
- Collaborative or reasoned negotiation strategies.
- Negotiation exercises.
Preparing for negotiation.
- What results do I want to achieve?
- At what level do I want to negotiate?
- Learn to make an objective assessment of the balance of power.
- Discover your room for manoeuvre (BOZO and ZOPA).
- Preparing your behaviour.
- Organising the negotiation.
- Negotiation exercises.
The phases of a negotiation.
Your company’s negotiation method:
- The atmosphere.
- Historical background.
- The negotiation agenda.
- Start of negotiations.
- Decision and conclusion of an agreement.
- Contractualising the agreement.
- Negotiation exercises.
Practical negotiation techniques (exercises)
- Observing the other party.
- Non-verbal attitudes and their significance in negotiations.
- The hidden meaning of words and sentence structures.
What are the best questions to ask during a negotiation?
- Closed questions?
- Open questions?
- Mirror questions?
- Counter-questions?
- Passing questions?
- Strict questions?
- Leading questions?
- Control questions?
- What if?
Persuasion and persuasion.
- Negotiation exercises.
How to respond to objections during negotiation.
- Reasons for objections.
- Types of objections. (+exercises)
Knowing hard bargaining techniques: (+exercises)
- 12 techniques used by the other party to lower the price.
- Obtaining compensation. (+exercises).
- How to stand firm in the face of attacks from your counterpart?
- How to get out of an impasse.
- Prompting a decision and making the conversation flow more smoothly.
Common mistakes in negotiations. (+exercises)
- Technical errors.
- Communication errors.
- Errors in negotiation dynamics.
- Behavioural errors.
- Pitfalls to avoid.
Individual action plans and decisions.
OPLEIDINGSMETHODE
Discover
De deelnemers vullen voorafgaand aan de opleiding een online assessment over hun onderhandelingsvaardigheden in via webtool. De deelnemers krijgen via deze webtool ook de mogelijkheid om specifieke vragen en verwachtingen mee te geven aan de trainer. Dit laat ons toe om de opleiding verder op maat te bouwen.
Deliver
- 2 niet opéénvolgende intensieve trainingsdagen.
- Negotiatie cases worden in onderling overleg opgesteld en komende uit de context van het bedrijf.
- Oefeningen en rollenspelen (al dan niet opgenomen op video) met audiovisuele analyse en individuele feedback adhv handige onderhandelingsobservatie fiche.
- Mnemotechnische fiches met tips & tricks.
- Actieplan en te bereiken doelstellingen.
Decondition
VAH Consulting biedt verschillende mogelijkheden aan om de aangeleerde skills en technieken in de toekomst verder toe te passen. Neem gerust contact met ons op voor meer informatie.
More information
Check out the complete training offer of VAH Consulting or contact us for more information. If you would like more information about the content, you can always request an appointment with no obligation.
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