Course Information

Course Description Negotiation forms the heart of salesmanship and is one of the most important skills in the professional world, whether you are buying, selling or just looking for a raise from your employer. The art of negotiation is a challenge for all. Assertiveness and persuasiveness are sought-after assets, but difficult to acquire. This training will explore some of the techniques available to successfully execute agreements. Every negotiator needs a solid foundation in the fundamentals, and benefits from a refresher of the Best Negotiation Practices. Business professionals must be able to effectively negotiate agreement when revenue, relationships, budgets, performance standards, priorities, and due dates are at stake in order to meet and exceed established organizational goals. Attendees will thoroughly explore and learn "real world" negotiation techniques critical to today’s decision-making process and improved performance. Course Outline: • Understanding Negotiation • Establishing your WATNA and BATNA • Identifying your WAP • Identifying your ZOPA • Establishing common ground • Learning the Art of Exchanging Information • Techniques to bargaining • About Mutual Gain • Know-How to amicable Closing • Dealing with Difficult Issues • Negotiating Outside the Boardroom • Negotiating on Behalf of Someone Else

Why this course This course will enable you to get most positive results by developing the ability to persuade. These skills will help resolve conflicts more smoothly because the process revolves around our ability to pro-actively communicate and listen. We learn to understand not just the positions being adopted in a conflict; we learn to uncover the reasons behind the positions. Your overall communication skills will become efficient and make you an effective professional. In this course participants will • Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA • Lay the groundwork for negotiation • Identify what information to share and what to keep to themselves • Understand basic bargaining techniques • Lay the groundwork for negotiation • Understand basic bargaining techniques • Apply strategies for identifying mutual gain • Understand how to reach consensus and set the terms of agreement • Deal with personal attacks and other difficult issues • Use the negotiating process to solve everyday problems • Negotiate on behalf of someone else

This Course is useful for Sales Managers and Purchase Professionals

Session and Pricing

Total Session Duration Per Session Price Per Session
10 1 Rs. 800/-