Excellence in Negotiation Skills

This program works equally well for the seller and for the buyer.  

From the many trainings' we delivered we have selected those modules that were the most wanted.  Each of these modules can be customized (your data, your products, your market) to your exacting needs.

These modules are listed below and then further divided into 3 different levels Basic, Advanced & Expert that are for 1, 2 and 3 days respectively.  Choose what suits you best and let us know how we could customize these modules for your need.

Following are the modules.  Go ahead, configure your training program.

✅  Introductions and Expectations

To understand each participants profile and expectations from the program. 

✅ Self-Assessment

Discussions to understand the perceptions, personal experiences in Negotiations through a small paper assessment.

✅  Verbal Behaviors

Dialogs play an all important role in negotiations. Understanding and initiating high impact verbal behaviors   to have more incisive dialogs with the other party. The importance of driving conversations by asking questions that are relevant and focused.

✅  Foundation

Understanding individual negotiation styles and drawing comparisons with researched data on successful negotiators.

✅  BusinessMoves – A Simulation

A simulation for the participants to experience what it takes to negotiate under severe time pressures and lack of information as well as to understand inter-dependencies for win-win outcomes.

✅  Negotiation Basics

Why and when do negotiations happen. Understanding negotiation concepts like   Trading & Conceding, Building and maintaining the right climate,  Mandates, and Common Ground, The different outcomes of negotiated agreements, Hard, Soft and Principled Negotiators.

✅  The Model

Understanding the negotiation model and the importance of working around the model for achieving implementation success.

✅  Preparing & Planning, 

The importance, need and differences between preparation & planning before negotiations

✅  Preparing & Planning based on a case   study

Developing the SWOT, Defining ranges, Identifying negotiable issues, defining the objectives and fall back options based on the   data available in the case study.

✅  Negotiation Planner

Developing your guide for your first negotiation based on the case study

✅  Your First Negotiation

Experiencing your first live negotiation based on a case study

✅  Building & maintaining Power

Understanding the importance and sources of Power in a negotiation and maintaining an effective power balance through the negotiation. 

✅  Persuasion for Win-win

Elements of persuasion in negotiation and what works best for a win-win outcome.

✅  Bargaining tactics

Importance of creativity in bargaining, strategies for conceding and how to avoid stalemate situations

✅  Recognizing Dirty Tricks

Being wary of and not falling prey to planned manipulation by the other party

✅  Your Final Negotiation

Experiencing the final live negotiation based on a case  study.