Module 1: What negotiation is really all about

• The many faces of a negotiation
• Some negotiation philosophies
• Historical retrospectives on negotiation
• The reasons behind the urge for being a good negotiator as a business entrepreneur
• Persuasion versus negotiation
• The stages of persuasion
• Braham’s negotiation tips

Module 2: Setting the stage and the face-to-face negotiation

• Establishing good rapport with the other party
• Understanding your own personal strengths and weaknesses
• Characteristics of a good negotiator
• The five stages of the negotiation process
• Barriers to effective negotiation
• The probe negotiation technique
• How to develop negotiation skills
• Getting ready to negotiate
• Best /Worst Alternative to a Negotiated Agreement (BATNA and WATNA)
• Identifying your conflict negotiation style
• The uses of negotiation styles

Module 3: Sales and commercial negotiation at work

• Selling versus negotiating
• The buyer’s decision process
• The spin questioning strategy (uncovering needs)
• Influencing the customer’s choice
• Understanding how people make choices
• Influencing decision criteria
• The concept of ‘hard’ and ‘soft’ differentiators
• Addressing and overcoming the customer’s final fears
• Strategies for the resolution of concerns

Module 4: The critical rules of negotiation

• Different levels of negotiation rules
• The importance of preparing ‘the envelope of negotiation’
• How to prepare ‘the envelope of negotiation’
• Mastering the ‘rule of halves’ during the negotiation process
• Negotiating reflexes you need to develop

Module 5: Concession management

• Setting a concession making timeline
• Defining and sorting negotiable issues and creating alternatives
• Developing contingencies
• Measuring your negotiation relative outcome using a grade point average
• The most common negotiating mistakes

Module 6: Team negotiation and negotiation tactics

• Team leadership
• Choosing your negotiating team
• Advanced negotiation tactics