Achieving a Beneficial Outcome for You and Your Clients
Negotiation doesn’t only
happen in sales situations. There are
many occasions when we need to persuade and influence others to achieve a
mutually beneficial result. This course is aimed at
all levels of agency and client-side executives who need to reach agreement in
many different business situations, from extending deadlines and limiting
questionnaire length through to agreeing project fees etc. This course will also benefit operations team
members whose role requires them to negotiate regularly with internal
clients.
LEARNING
OUTCOMES
On completion, delegates have a practical understanding of:
- The
dynamics of business relationships with external clients and internal
stakeholders and how these impact the negotiation process
- A step
by step guide to negotiating the best solution and how to implement this
- The
impact of communications – written, verbal and non-verbal - in the negotiation
process
AVAILABLE COURSE MODULES
Negotiation
partners and our relationships with them:
- Setting the scene for negotiating
- Exploring the dynamics of business relationships
- Profiling negotiation partners
(strategic planning)
The
impact of communications:
- The language of negotiation and
communication signals
- Creating a
positive environment for negotiation
- Communications
essentials
Influencing styles and strategies:
- Different
influencing styles (Push versus Pull) and strategies
- High context versus
low context negotiators
- Effective
questioning and active listening: the Advocacy and Enquiry Approach
- Strategies for dealing with conflict and difficult negotiators
The
essential elements of negotiation:
- Defining and preparing for negotiation
- Negotiation problem solving - role play
- Negotiation profile analysis