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.
Chat with us to see how this program will help your salespeople. Write in to rakesh@dottedline.co.in to fix up a date and time to do so.
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ Negotiation - Basics
◾ The Negotiation Model
◾ Preparing for the Negotiation
◾ Planning for a Negotiation
◾ Negotiation - Planner
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Quiz
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ BusinessMoves – A Simulation
◾ Negotiation - Basics
◾ The Negotiation Model
◾ Preparing & Planning
◾ Preparing based on a case study
◾ Planning based on a case study
◾ Negotiation Planner
◾ Your First Negotiation
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Your Final Negotiation
◾ Quiz, Exercises, Role Plays based on case study
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ BusinessMoves – A Simulation
◾ Negotiation - Basics
◾ The negotiation Model
◾ Preparing & Planning
◾ Preparing - Live case study
◾ Planning - Live case study
◾ Negotiation Planner
◾ Your First Negotiation
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Your Final Negotiation
◾ Quiz, Exercise, Role Plays based on Live case study, Practice Sessions
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