Details

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Master of Negotiation & Influencing

Course Duration: 2 Days

Introduction

Most people assume that negotiation skills are only for sales experts or a real estate agent. However, negotiation is one of the most crucial skills anyone can learn and if you are able to master it, you can be assured of greater success in every aspect of your work and life. Whether you are a business executive, a salesperson, an entrepreneur, a purchaser or even a politician, negotiation is a skill that enables you to build relationships by finding the real needs of both party through the use of active listening, questioning, integrity, observation and empathy. And as different people has different thoughts and ideas, sometimes being right can be very subjective. Therefore, it is essential that a negotiator understands the techniques to influence the other party as well.

This prgramme is designed for those who are serious in developing these vital skills to negotiate with the colleagues, subordinates, superiors, partners, clients, suppliers and also the devil!

Obejctives

After completing the training, you should be able to:

• Develop and use the Negotiation Matrix effectively
• Use the Questioning and Listening Techniques effectively during negotiation
• Create a win-win situation for future negotiation
• Identify the Needs and Wants of the other party
• Apply the effective techniques and tactics of negotiation
• Identify and apply the 6 Laws of Influencing

Key Contents

Module 1: The 4 STyles in Communication

• The Visionary
• The Nurturer
• The Commander
• The Analyzer

Module 2: The 6 Laws of Influencing

• Difference between Convincing & Influencing
• The Law of Liking - Affinity & Alike
• The Law of Authority
• The Law of Consistency
• The Law of Reciprocal
• The Law of Scarcity
• The Law Of Social Proof
• The Extra Law

Module 3: 6 Golden Principles of A Great Communicator & Negotiator

• Planning & Organizing
• Far Sighted
• Creativity
• Questioning & Listening
• Emphatizer
• ''No Means No!''

Module 4: The 10 Most Popular Dirty Tricks Used in Communication & Negotiation

• Pre-Conditioning
• Body Language & Environment
• The Coach
• Monkey on the Back
• Silent Treatment
• Being Boring
• Nibbling
• Higher Authority
• Good Cop Bad Cop
• Carved in Stone

Module 5: Need & Wants

• Nego Bar
• Needs vs. Wants
• Case Study on Needs & Wants

Module 6: The Nego Matrix

• Outcomes in Negotiation
• Focus Area - Price, Datelines, Quality & Deliverables
• When Negotiation Starts
• Never Down, Always Right
• When to Say NO!
• Emotional vs. Objective