Course Description

Negotiating is a part of everyday life, but it is absolutely critical to the success of business.  Poor negotiation can cripple a company just as quickly as losing key customers can. This course is therefore designed to enable participants develop and apply negotiation planning and execution skills, techniques and behaviours to meet the challenges of today’s complex commercial world. This three day course will help participants to build the confidence and competence in an applied environment, leading to immediate improvements in effectiveness in roles that require negotiation. The course covers the entire negotiation process, including the main stages of negotiation, the key concepts and principles involved in negotiation, and strategies and tactics for successful ‘win-win’ negotiation.

Expected Learning Outcomes

It is expected that the participants will, at the end of this course, be able to;

  1. Understand the principles of negotiation that undergirds a win-win outcome
  2. Identify the crucial elements needed to prepare for a negotiation strategy that is focused yet flexible
  3. Negotiate and dialogue with customer while engaging negotiation skills at different stages of negotiation process
  4. Handle the nuances in conversations during the ongoing negotiation process to ensure that
  5. Understand communication skills and their importance as well as how to read the mind of customers during sales
  6. Negotiate from a position of partnership, not competition
  7. Deal more effectively and profitably with price objections
  8. Identify behavioural style and their predictive tendency in negotiation process