As with sales training our approach to
negotiating training is that
UNDERSTANDING must come first
Negotiators need to understand WHY,
for example, a small concession,
traded reluctantly, will be perceived
by the customer as of greater value
than a larger one, just given. So we
always ensure that
delegates have a thorough
understanding of the PSYCHOLOGIES OF
NEGOTIATING - from the customer's
point of view.
The key "Background Skills" vital for
negotiators which we teach are Creative Thinking and
Control and Self Control - to be able
think creatively, even while under
often intense pressure. Use and
Interpretation of Body Language is
also a vital background skill.
Delegates are then taught the key
NEGOTIATING SKILLS relevant to each
step in the negotiating process - research, preparation, opening, the discussion phase, bargaining and trading, summarising and closing.
We design bespoke training
personalised to the level and needs of
a target group. Our programmes are
always extremely participative and
practical, using delegates'
own customers / clients as case
studies
If you would like an informal
discussion on the possibilities of us
preparing a tailor-made negotiating
skills training programme for you,
please email Rick Whitehead or call
him on 0151 625 4800.
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