Overview
This course is based around the Red Sheet Lite negotiation planning tool for everyday professional or one-on-one negotiations, helping delegates build the confidence and capability to negotiate with ease. You'll be taken through the fundamentals of negotiation, including determining the requirements and developing a concession strategy.
This version of this course is specifically designed for sales teams to help get in the mind of the buyer and structure negotiations to gain advantage. Delivered by procurement professionals, it includes some key tools and approaches to determine how to gain advantage when negotiating with buying teams. Take alongside our ‘Getting Into the Mind of the Buyer’ training course for the complete sales team program.
The different sources of power in negotiation are explored and delegates learn how to structure and plan for the negotiation meeting, including setting target outcomes and planning the sequence of interactions needed to secure the required outcome. You’ll witness first-hand, winning negotiation approaches and the course culminates in a simple team-based role play with immediate feedback, so delegates can put what they have learned into practice in a safe environment.
Classroom
2 days
Virtual
4 x 3.5 hours
Course Content
Introduction to negotiation
- Introduction to negotiation and the different types of negotiation
- Match your negotiation approach to the situation, objectives and type of relationship required
- Planning the negotiation event using Red Sheet
- Building relationships with buyers' stakeholders
Concession strategy and maximizing power
- Understanding the buyer’s negotiables
- Building a concession strategy
- Power balance and how to influence it
Planning and managing the negotiation event
- Planning the negotiation event
- Managing the negotiation event
- Winning tactics for all stages of negotiation
- Body language – how to read your opponent, how not to give the game away
- Using AI to gain an advantage
Winning tactics and practical exercise
- Winning tactics and techniques
- Key buyer tactics and how to counter them
- Winning tactics and techniques
- Team role play and feedback
Learning Objectives
By the end of this course delegates will be able to:
- Describe and determine what types of negotiation to use
- Structure, plan and execute simple negotiations
- Determine and change the balance of power in a negotiation with a buyer
- Determine requirements and outcomes and develop a concession strategy
- Begin to apply techniques around body language and verbal language to a negotiation
- Apply a selection of tactics and techniques to help secure outcomes